One of the most effective ways to close a sale with your screen printing clients is with an in-person visit. Whether you’re cold-calling prospective clients or following up with a formal, pre-arranged sales call, having face-to-face time with your customers gives you time to answer all of your clients’ questions and increase their level of comfort in hiring you for their screen printing needs. Knowing how to carry out an in-person visit is just as important as scheduling appointments with your clients. Take the right steps to ensure you land the sale during your in-person sales appointments.
SCHEDULE ALL SALES CALLS
The biggest mistake screen printers make with in-person calls is not scheduling them. With so much already on your to-do list to keep your shop running, finding the time to visit clients and potential clients can be difficult. The key is to schedule sales calls regularly. Have a set number of in-person meetings you will aim to make each week or month. When you don’t have enough customers ready to meet your personal commitment to calls, fill your schedule with cold calls when you can.
DO YOUR RESEARCH
A successful sales call begins with knowing your client. If it’s a cold call, understand who the decision makers are and make it your goal to meet them. If it’s a company whose representatives you’ve previously spoken with, take the time to learn more about their company. Know who they serve and what they do. Asking questions that are easily answered by looking at their website or Facebook page can look lazy. However, demonstrating you’ve done your research will show them that you’re serious about effectively assisting their business.
DON'T GO EMPTY-HANDED
When you make an in-person call, you need to have something to leave behind. At a minimum, you should leave behind your business card. If you’re visiting a client that you’re trying hard to book and anticipate a big order from, it’s smart to take samples of potential products printed with the customer's logo. It’s wise to have product brochures with a list of your most popular items and services along with pricing. After you’re gone, your business prospect will have something to peruse to get a better feel for how your screen printing services can meet their needs.
HAVE AN OBJECTIVE
You can’t declare a business call a success if you don’t know what you’re hoping to achieve. Go into every client visit with a plan. If it’s a cold call or a first visit, you shouldn’t be aiming for a sale. Instead, make your goal an introduction or getting garments in their hands. If it is a follow-up visit, have a pitch they can easily get behind. If you’ve already interacted with your potential customer, you should have a good feel for what their needs are and what products would be ideal for them. Be ready with a quote for possible products in the quantities your client is likely to need.
VOICE YOUR PLAN FOR FOLLOWING UP
The interaction with your prospective client doesn’t end when your in-person call is over. As you leave, you should set up a clear follow-up plan. This could be another visit with your prospect during which you can sit down and review your products and services or a phone call giving them the opportunity to ask questions. If you closed the sale, promise to check in from the office to confirm or update any order details.
In-person sales calls are the best way to boost your business. They can help you reach new customers, retain your existing customers, and get your current customers to upgrade their orders. To complete sales for your screen printing business, make customer visits a priority and have a strategy in place for growing your professional relationship and booking the sale.