To read Part I, click here.
When I was coaching football at the University of Kentucky I got some great advice from one of my mentors, Dick “The Silver Fox” Redding, about how to become a top coach. He told me that all of the most successful plays have already been created and used and that the most successful coaches copy these plays and tweak them to fit the strengths and talents of their individual teams.
I think this is a good strategy in business as well. Many years ago, when I was just getting started in commercial real estate, I went on a meeting with Chip Ryan, one of the top-producing agents in the area. He took the lead, engaging the client in a detailed discussion of his facility needs. Thinking back to Fox’s advice, I took out a pad and pencil and wrote down all of the important questions Chip asked our client. I also paid close attention to how the client responded to each question.
The meeting went well and concluded with Chip asking our client if he would mind giving us a tour of his operation. The client excitedly said yes and proceeded to give us a grand tour, introducing us to many other key employees in the process. As we moved around the building, I noticed how much pride the client took in showing us the inner workings of the company he strived so hard to build. When I later reviewed my notes from the meeting, I realized that out of all the questions Chip had asked the client, the one with the greatest impact was his request to get a tour of the company.
As a salesperson, you should always be looking for ways to show the client that you care about them and about their interests. What better way to accomplish this than by asking for a tour and the opportunity to learn more about their business? This also enables you to meet people at all levels of the company, and may give you a first-hand look at the things like space, layout, etc. that the client would need in a new facility. Since that meeting, I have incorporated the strategy of asking for a tour into many of my meetings with clients and will continue to do so for the remainder of my career.
It’s funny – that meeting was 28 years ago, but just the other day I was sitting in my office and I looked up and saw Chip making the rounds in our office, making his presentation to our group. What are the odds that we would both still be going strong in this industry 28 years later?
I guess I picked the right cat to copy.
Have a great weekend,
Ro
