47. |
Promote Your Company |
I was in line at the bank one day when the teller asked the woman in front of me how she was. “Oh, I’m fine,” the woman replied, “but my car is another story entirely. It keeps having problems, and I don’t know if it’s worth pouring more money into it or if I’d be better off just buying another one.” The teller, a pleasant young woman, empathized with the woman, wished her a good day, and greeted me.
What’s wrong with this scene?
Had the teller read this book or been to one of my seminars, she would have recognized the opportunity to bring her employer new business. Had she been properly trained in customer service she would have picked up on the opportunity to suggest that the woman speak with a bank officer to learn about auto loans. She may have even walked the woman over and introduced her to a bank officer.
The fact that the teller was not in sales or, as is it referred to in banking, “business development,” does not mean she cannot be taught to listen to what people are saying and to recognize an opportunity to bring the bank new business when it presents itself.
Whether or not you are in sales, you can still help promote your company and, when an opportunity arises, you can seize it. You should be proud of your company and your job. If you’re not, why are you spending the bulk of your waking hours working there?
Assuming you work for a company that provides quality products and services, it’s only natural for you to want to tell people about them. When you’re out and about, at a party or going to the mall, pay close attention to what people say to you or what they say in a group. If, for example, you’re at a cocktail party and you overhear someone complaining about his shoulder pain, and you happen to work for a chiropractor, you can politely interrupt him and suggest that the doctor you work for may be able to offer some assistance with his pain. I recently did this for a friend, and he’s been thanking me ever since. His chronic shoulder pain is now gone.
That’s really what all sales is about. A good salesperson always pays close attention to her environment and the people around her. If during the course of her day she encounters someone with a problem or need that she and her company can help with, she will tell the person about what she does and how she can help the person meet his need or solve his problem. Some of the old sales trainers used to tell new salespeople, “Find a need and fill it.”
Many companies today have branded shirts, hats, jackets, and a host of other clothing items with the company name and logo so that employees can promote and advertise the company while going about their day-to-day activities. In addition to the advertising value, these items can also be great conversation starters.
Take pride in the work you do and the company you work for. When you see an opportunity for your company to help someone you meet, talk with him about it. If possible, obtain the person’s contact information and let him know that someone from your company will follow up with him. You can then turn the lead over to someone in sales or business development. It’s also a good idea to stay on top of what’s happening with your lead, just to make sure it’s being handled. After all, you are the first point of contact for the person you’re trying to help and, if you’re taking ownership of your job, you’ll want to ensure that the person is being treated properly.
As an added benefit to you, many organizations offer what is known as a finder’s fee as a bonus for bringing in a potential new customer. Even if you do not receive a financial reward, rest assured your efforts will be recognized and rewarded in some way. Besides, you are helping the company that employs you and provides you with a way to earn a living. Regardless of the company’s size, it’s part of everyone’s job to help grow the business whenever an opportunity to do so arises.