Getting Ready for the new year.

[ArtLady]

It's been quiet on the Grumble. What is everyone doing to get ready for the new business year?

New promotions?
New Inventory?
Beating up the reps?
Contacting new clients?
Contacting new accounts?
Cleaning House?
Getting Ready for taxes?
Recovering?
Anyone headed for NYC in March?
Will there be a Galeria in NYC with Art Expo?

AL

[framer]

I'll be there, ready to do battle with all the suppliers.

Got some equipment to purchase if I can't find good used before the show.

Sorry LJ you're not on my short list this year.

[framechick]

Looking for new help (see my post on that board)

I'm getting new design tables in my showroom. Yippee!

Working on my New Year's resolution to get the shop more organized and reduce the turn around time

[ArtLady]

Santa brought me ACT 2000 and I am cleaning my desk top. What a tremendous tool!

My New Year's resolution is to contact more corporate accounts.

AL

[Mel]

So, Framer, you aren't going to spend all your time running TG?

My interpretation is that you are going to "live over your store", like some of the rest of us. Right?

[woody]

ArtLady, any techniques to share on contacting potential commercial accounts?

[ArtLady]

Persistence! Make 5 to 10 calls a day. Always be looking for potential. New businesses, additions, check public records for building permits etc. You have to make 100 calls to get five appointments. One of the appointments will result in a sale. Do a little every day. In addition, network, network and network. Join the chamber of commerce and other organizations such as BOMA (Building Operators and Maintenance Associates). Anywhere in your town where you can find the highest concentration of people who will be involved the interior decision making.

If you hang out in this grumble I will add a little bit every day to answer your question. I do not have the time to sit and write it all down at one time.

AL

[This message has been edited by ArtLady (edited 01-18-2000).]Sorry about the typo. Gotta watch that.

[This message has been edited by ArtLady (edited 01-18-2000).]

[ArtLady]

Learn to establish rapport. If they come in to your Gallery/Frame shop and state that they need artwork in some fashion for their office your response should be "Tell me a little bit about your new space." Then shut up and listen. I can not tell you how important it is to listen. They need to feel that you are working for them. In todays world you need to make them feel that you are a member of the team. They will also tell you little things that will tell you how to work with them. Let them get to know you. Always remember the person asking the questions is the one in control. It is important not start telling them about you, your services or your organization. You need to make "THEM" feel important. Defer any technical question you get in some fashion to get that first appointment. Since we are all proud of the organizations we have labored to build it is very tempting to start talking. Resist that temptation by saying "Do you mind if I take notes?". Then get a pad and paper and take notes along with their name and address. Make sure you let them know that this first appointment is a no obligation opportunity to see if you and them are a good fit. Next your agenda should not be to sell. You want two things. No. 1, you need to know if they are the decision maker. Your script for this is "Who besides yourself is involved in this decision?" No. 2, suggest that you and them and the decision maker get together so that you can help them better by seeing their space and defining their tastes.

Now I have gotten you in the door. More tomorrow. If you have additional questions email me direct. I will try to find the time to answer.

NOTE: I have a set of scripts on 4X6 flash cards that I will email anyone with Office 98. Just contact me above and I will send them. Print them out and read them every morning for 21 days. You need a set of scripts to roll off your tongue without hesitation. Remember you would be changing your personality somewhat and the only way to do that is to reinforce the scripts everyday for 21 days until the scripts become part of you. If you can find a friend to roll play with you that would help to make a smoother transistion. Roll playing with someone who knows you can be tough. People who know you may not comfortable seeing predictable ole you change. Do not be put off by this. Personal growth is always positive and a friend will who respects you will be there to help.

I remain.

AL

More Tomorrow

[This message has been edited by ArtLady (edited 01-19-2000).]

[ArtLady]

Get an appointment and dress appropriately. ie like them.

AL

[ArtLady]

Establishing rapport is a big topic, but I will tell you some winning scripts.

At the first opportunity ask the customer as follows: "Tell me a little bit about your office and the people who will be visiting." When they get involved ask if you might take notes. Then tell them "It sounds like you have put a lot of thought into these changes I would love to see it for myself so I can get a better idea of the feel you are looking for. Do you mind if I get my appointment book so I can find a convenient time where I can visit your office?" Then don't wait leave and get your appointment book. Then ask, "Who besides your self is involved in the choices?" If they answer someone other than themself say "Can we arrange a time when all of us can get together so they will have the opportunity to express their thoughts about how the office should look?" The appointment will be yours, if there is an appointment to be made.

If you can not get the appointment, make an appointment to check back with them in a couple of weeks. Make sure you get their full name, title, company name and phone number and any notes from the conversation. Boy, will they remember this professional as someone that will do the job appropriately for them.

Let me know if you want to hear more.

AL

[This message has been edited by ArtLady (edited 01-24-2000).]