Serving With Great Samples

Most great companies give some kind of sample. I love walking around Costco for a lot of reasons but at the top of the list is the food samples. I've often thought if I ever ended up homeless, my first strategy would be to collect enough money to keep my Costco membership and hang out close enough to hit the sample tables each day.

A few weeks ago a sales rep I was coaching called me and let me know he had just lost a sizeable account to a competitor in his industry. Like all good sales people he called the decision maker to ask if there was something he could have done better. He was told the only reason the account chose the competitor was that they left a sample to look at for ideas.

This was a painful lesson.  Most products and services involve leaving some sort of sample even if the product or service is essentially intangible. You can start serving the customer from the get go with the best possible sample of your work. Whatever it is, make sure it is in good condition. If you carry them around in the trunk of your car, make sure that you take the necessary steps to protect them. I always looked at my samples like a piece of valuable jewelry. I tried to handle them and display them in a way that showcased the outstanding features and made sure they were carried in a case that made them easy to access during a presentation. Its a distraction to be fumbling around looking for the just the right sample.

You should also match your samples to fit the individual customer. Every one of you customers are unique. They have different tastes and preferences. If you can learn some of these preferences in advance, you can customize your sample presentation to fit. You might find clues in their office architecture, decorating style, web site, brochures, or even business cards. Do they value traditional or contemporary things and ideas?

Start Serving with World Class Samples!