Nov

14

Should You Decline the Sale?

Filed Under Customers, Publicity/Media Attention 

Gift baskets are an industry where experience truly is the best teacher. I can count on both hands how many times I’ve tried to make a sale where there was no sale, where I spent too much time working with a person who wasn’t going to buy in the first place.
 
The same is true for many designers I’ve met and who’ve consulted with me on building their businesses.
 
Here are three warning signs that say, “You’re not getting the sale.”
 
1. The client cannot make a decision. After appearing on a television show, one of the workers asked me to create a gift basket for her relative. We spoke five times by phone, and she still didn’t know what she wanted. I ended my pursuit by recommending that she buy from a local retailer.
 
How to Get Holiday Media Coverage provides insight on getting selling without spending money.
 
2. The client wants too much product for too little money. This is self explanatory, and if you haven’t experienced this situation, you will this holiday season. I guarantee you that by breaking even or losing money on this type of sale, you will not make it up the next time you work with this client.
 
3. You’re not ready to handle a large order. What a rush of excitement you feel when hearing that the client wants 100 or more gift baskets, but do you have room and staff to turn the order around quickly? Is accepting the order and then failing to deliver worth ruining your reputation?
 
Evaluate the sales process as it develops. If you find yourself going in circles, question the client to uncover the solution. Your gut will tell you when to stop and move on to working with people who are ready and willing to buy.
 
Learn more about making your cash register ring in part 2 of the Pre-Holiday Q&A report.

Read these related articles:

  1. Mega Tips for the Mega Sale
  2. Why Gift Baskets and Emotion Work Together
  3. R is for Relationships
  4. Turn Small Orders into Big Profits

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