Dale Rothenberger, VP of The Winters Group & Associates

The impact of social media to our marketing and sales channels has created an atmosphere where people will gladly tell us things about themselves and their business; while at the same time has made sales more difficult because we have lost that personal connection.

Maybe it was my Dale Carnegie training, or just that I like to talk to strangers and learn about them ……. Whatever the cause, I am routinely getting into conversations anywhere I go. (In my 2-1/2 hour flight this afternoon, I discovered that my seatmate is in the mail and fulfillment business, and now he knows all about the Winters Group & Assoc. and we’ve agreed to talk again next week.)

Ok, so I’m outgoing (and inquisitive). But I also have a habit of wearing a name badge in most business settings. I find that it makes me approachable and it breaks down barriers. Being approachable is priceless.

But you don’t need to have a nametag to walk into a room and tell people who you are. By the same token, everyone I talk to gets a business card from me. (And if I think they are connected to someone who might be a “likely prospect” I will give them two cards and ask them to pass the second on to that person.)

It’s all about getting to know who your customers are before you can sell to them. (Or is it that they are buying, we are not selling at all).

One rule remains unchanged: If the salesperson invests more time uncovering his prospect’s process and timeframe for taking action in the early stages of the selling cycle, he’ll spend less time later trying to solve “problems” that don’t need solving.

In today’s world, every lead needs to be qualified. Just as important, every prospect needs to be nurtured to the point of when ready to buy, we’ve gained top of mind position.

For more information on The Winters Group and Associates, visit www.wintersmg.com.