I went to a book signing recently to meet an author and pick up a copy of their book. I have taken my oldest daughter to something similar, but unless my memory is failing, I have never been to one of these for myself.
Our dog is pretty conditioned to doing the same things over and over again. One part of his routine is getting a treat any time he comes in from going outside to go to the bathroom. But he knows where the treats are and when we open the closet door, he comes running.
Sadly, people are conditioned to similar specific behavior, only with their mobile devices.
Several years ago, I landed one of the biggest freelance projects I had ever landed. The scope of this project was very large and also included print ad creation for many businesses. One of which was the largest vehicle dealership in the area.
This dealership advertised all over the county. I regularly saw them in magazines, newspapers, highway billboards, you name it. So it totally caught me off guard when I was sent a Word file after asking them for their hi-res logo.
I need _______. Can you do it?
I have seen that approach many times and honestly, whenever I see it, I cringe. It is far too often like a horror film where you don’t know what is waiting for you on the other side.
Most recently, I countered such a question with a few questions of my own. I asked what their budget was and what timeline they had in mind for the project. Not surprising, I received no answer. It left me scratching my head a little in that I wondered if they even had the answers.
Look, I know sales isn’t easy. I get that.
I am also very aware that the technology we have today provides sales reps and account managers with the ability to track, send, and report on just about every little movement from a potential client.
For nearly two years now, part of my role is to obtain international bulk accounts. The vast majority of the communication that I do is electronic. I have used just about every tool provided to improve that process. Some of the most recent applications allowed me to see when a potential customer had opened an email that I sent, if they clicked on a link, and how many times they did each.