My family dined out the other night at Chili’s and we had a killer waitress. She made a great first impression. She sold herself. She sold the food selections. She was attentive. She also got a big tip when we were done. I wish this waitress could sell books with the Southwestern Company–she would do well!
As we were finishing, I provided a short (unrequested) sales seminar to my daughter, Katie, on how and why this particular waitress was getting a large tip.
“Did you see how she treated us and how she interacted with us?” (Katie rolled her eyes…). I pointed out, “She:
- greeted us with a smile
- made great eye contact
- introduced herself by name
- got down eye level with us when she took our order
- lightly touched me on the shoulder
- delivered the right order
- followed up with us from time to time
- thanked us for the business”
What a great attitude! What good rapport! My daughter was bored with the mini-lecture, but she witnessed good salemanship in action. We uncharacteristically ordered dessert.
So how are your sales interactions? Do you greet prospects warmly with good eye contact and a genuine smile? Do you let them know you care? Do you use their names? Do you deliver? How’s your follow up and follow through? What about team building/recruiting? First impressions are just as important.
If you’re recruiting a team of friends (highly recommended), you already have established rapport, but some student managers drop the ball when it comes to follow up. Once their friend signs up, the student manager just assumes they are “with it.” Following through and being thorough are probably the most important aspects of building a team.
Have you had a great experience at one of your favorite eateries? Or a horrible experience with a crappy waiter? How was their “salesmanship” or lack thereof? Comments and insights are always welcome.