From cell phones to CRM software the sales world is heavily dependent upon technology. Yet one sales tool, which been around for more than 100 years, is still tops at helping to begin what could be a long-lasting profitable relationship.
It doesn’t require batteries.
It doesn’t have to be uploaded or downloaded.
It doesn’t have to be recharged, but it may need to be reprinted.
It’s the lowly business card. Often overlooked in today’s business world, it is still an essential piece of equipment especially when it comes to networking.
Yet too often, it’s misused or forgotten.
Are you in outside sales? When you walk into a new account or when you are interacting with a new receptionist or executive assistant, give that person your business card as well as the person you’re there to see. “I’m Glenn Ross with XYZ. I have a 10:00 appointment to see Ms.Smith.” As you’re saying this hand your card to that person. She may be busy and might forget your name before she has time to call her boss. Save her from the embarrassment. If you don’t understand you need to have a positive relationship with your contact’s assistant, you’re in big trouble.
Are you in the service industry? Plumbers, electricians, pest control people, anyone that calls on a customer at home should wear a uniform or carry easily seen identification and should present the homeowner with their business card when at the beginning of the appointment, not the end. Most experienced providers will introduce themselves, but frequently the homeowner is stressed out or poor at remembering names. Presenting a card at the beginning of the appointment can help the homeowner remember the provider’s name, further strengthening the relationship. The stronger the relationship, the liklier the customer is to call again next time.
In the movie “Star Wars,” Obiwan Kanobi said, “Use the force, Luke.”
In the business world, it’s “Use the card.”