This week I thought I would focus on the vendors in the multifamily industry that make the jobs of the property management companies possible! When I was a community manager I relied on my landscaper, plumbers, snow plowers, construction crews etc. to ensure that we provided an amazing customer service experience to our residents. Vendors-if you’re trying too expand your business with property management personnel, try these tips…
Remember the scene in the movie Hitch when Sara Milas (Eva Mendes) is approached by two men in a bar. The first man that approached Sara is named Chip and it’s clear from the start that Chip is motivated by only one thing on his relentless pursuit to close the “sale.” Sarah detects this right away and is not interested.
Next, Hitch (Will Smith) approaches Sara with a completely different method and approach from Chip. He is funny, witty and engaging! He is different! Then, right when the time seems perfect to “close the sell” Hitch ends the conversation and wishes Sara well; which both perplexes and intrigues her.
There is so much good stuff that B2B sales professionals can learn from this five minute scene from Hitch, that so many professionals forget to follow:
Tip #1: Stop Selling-Start “Attracting!” No one likes to be “sold.” No one. So stop doing it. Instead, seek to win the heart of your prospect and give them the opportunity to fall in love with your product or service.
Tip #2: Think Long Term: In the scene from Hitch Chip shows us what happens when we approach sales with a short-term mentality, while Hitch shows us the power of long-term thinking. Sales is not won in one minute, but it can be lost in a minute. If you keep pushing and pushing and pushing your prospect is more likely to resist…even if s/he really likes the place! Like all relationships, building a connection with a B2B customer often takes time. Don’t sacrifice long-term profits and potential for a short-term gain, that really isn’t a gain at all.
Tip #3: Bring Coffee-Just “Because”: There is so much power when you stop into an office, drop off some coffee “just because.” No sales pitch. No attempt to take an order. No talking about your latest product or service. If it’s a prospect you already have a relationship with, s/he already knows what you sell! If it’s a new prospect, dropping off some collateral with the coffee is a good way to get your message out without being like Chip.
Tip#4: Pay Attention to the Cues: When Hitch begins his conversation with Sara he starts to tell her all the ways she is sending the “don’t bother me” signal to everyone around her (hair in a bun, wearing reading glasses, drinking a vodka after a hard week) and that if someone simply paid attention s/he could see the cues! The same thing is true in selling-when you visit someone on-site, or have a conversation with a new prospect you need to pay attention and respond to the cues that the customer is giving you. If you’re going in the wrong direction do something different. Is he looking at this watch constantly? That’s a problem. Does she keep backing away from you? You’re too close! Does s/he seem irritated and in a rush to do something else? STOP!!
This works in the positive as well friends! If s/he is interested in your product/service be sure to pursue and ask for the next step in the process, even if you only intended to drop off coffee. Is he asking a lot of questions? Those are positive signs that tell you you’re headed in the right direction.
I like to say leave five minutes before they want you to leave-but be prepared to stay if they want you to stay. It’s a delicate dance I know, but it’s worth dancing well!
Tip #5: Confidence is Key: Hitch oozes confidence in the scene and it’s attractive! It’s not cocky or obnoxious-those traits aren’t attractive, but it is confident. How do you boost your confidence? Know what you’re selling. Know you- your strengths and weaknesses and adjust accordingly. Follow the tips I’ve outlined in this post.
Vendors, thank you for all you do! Good luck in helping more people fall in love with what you’re selling!
