Probably a record / crib sheet that insincere reps keep, to allow them to give the impression that they give a shite about you and your business, as they drink your tea and eat your biscuits. The type that are your best buddy for a day or two, whilst you have got your cheque book out.
But then forget about you when there are some Cereals tickets going begging..
I’m certainly aware that some salesmen keep a log of where they’ve been to show the boss that they have actually been out visiting farms not just having a day offf, indeed maybe more do than I realise.Software that records detail about customers and contacts and schedules visits / marketing etc
Like a big extension of a salesman’s memory so he can manage more customers more effectively
It also helps his boss monitor exactly what he’s been doing and how he’s spending his time and what deals are quoted for or accepted etc
I’m certainly aware that some salesmen keep a log of where they’ve been to show the boss that they have actually been out visiting farms not just having a day offf, indeed maybe more do than I realise.
What I hadn’t even considered was that they may be logging down details of what we might have said, and I mean that in. Non business context regarding family, hobbies, politics, whatever that are often brought up in conversations with reps, where they’re just being a likeable person passing the time of day but underneath, if you’ve got time to talk to them it builds up some sort of relationship which may lead to an enquiry if not today, at some point in the future plus if you’ve given them a bit of time today chances are you will in the future, if you know them, speak to them, remember them they’ve got a chance, bugger off don’t want to see you...........or words to that effect won’t win business.
But I am slightly surprised that this may all be being logged so that someone I’ve probably never met may see.
Perhaps I shouldn’t be, my cousins daughter is a rep that visits farms including here,only on Sunday my uncle was telling me that some farmers aren’t very pleasant to her and that she reports this to the office as a farm she won’t be visiting again, so presumably they aren’t asking questions why she doesn’t sell/isn’t trying on certain farms.
I’m sure you’re right, and there are very cynical people out there, however when I was an Agronomist and walking a thousand acre farm with the farmer, often it was far more interesting to talk about family, shooting, sport, holidays etc rather than whether generic glyphosate is less rainfast than branded roundup!those that are good at the job will record all sorts, if you have kids, hobbies and interest etc so when they call they can remind themselves and make conversation like they are a good friend that takes interest in you and what you do
recent GDPR law change means that you have a right to request what information they hold on you and ask how its used - some companies may have had to rethink their CRM as a result !
@Will Wilson your line of business is very different though, if someone demo’s a plough and it does a nice job and is the right money they may buy it. Trying to justify silage clamps is a real tough one to a lot of people, especially if they’ve already got 1 as once it’s in it’s stuck there and worth absolute sweet FA after the end of its life...
I take it your using ARK as a UK branch of Bock or have you bought the rights?
I can speak from experience of Will that he will travel to see farmers/customers! He drove 8 hours to come to see me and give a quote and get pictures for the designs to be drawn up.
I think you're right. Selling (repeatedly / sustainably) is a two way street. Fairness, timeliness, respect, honesty / frankness goes a long way. I also have no problem in explaining why a sles person didn't get an order (and no it's not always price).ARK is now a stand alone company with no ties to Bock since a management buyout by me and the team here earlier in the year.
The same people and products, knowledge (and patents) but a new flexibility- we couldn't keep the name unfortunately.
Thank you for your kind words - we do try very hard to establish the business. Its not a walk in the park but we are proud of what we have achieved and who we have helped and we a genuine in our passion for silage clamps (weird I know). This is all of course because of customers!
The future is very promising and I can see a big hole for dynamic companies to fill when so many established suppliers often with an aging work force and ownership coming up for retirement start to look for a get out.
It is amazing how many of these businesses, often with a founding family with no succession (or interest in taking on the business), there are. There is not enough new blood entering to sustain all of them.
It's even more amazing how these businesses value themselves.
Ok what's a sles ?I think you're right. Selling (repeatedly / sustainably) is a two way street. Fairness, timeliness, respect, honesty / frankness goes a long way. I also have no problem in explaining why a sles person didn't get an order (and no it's not always price).
I,for sure, would not quote anyone without going to see them. I don't know the cost of a typical build but it's not going to be a couple of pounds. The cost of travel/hotel would easily be absorbed in the margin.
When you have an enquiry make a proper appointment to go and sit and discuss with the client. Once you have given your price you have no where to go except discount!
Looking on your website, I had no idea how involved the build was, this will be your USP against the 'Cheaper' competition, however without being able to demonstrate this....your clients will buy on price alone.
Also do your product justice.....get some better photography on your website, I know they are not the most glamours of things to shoot, but still....be proud of your product.