Has anybody ever asked you if you would be interested in working in Outside sales? You might be dreading it as going door to door isn’t a dream job, or Is it? While I do know people like that, I am here to tell you that not all outside sales are created equal. I had the pleasure of speaking to one of GVCs Outside sales ladies and she had the pleasure of telling me what actually happens when she does get a chance to go and see clients.
1. What time of day is the best time to visit clients? The best time to visit your clients is in the morning 9am or sooner. They don’t have tons of people needing their assistance right away and it’s just a good time because people tend to be calmer before the storm (rush of work).
2. How often should you be visiting your clients? For your major clients that you do lots of business with it is nice to visit them or treat them at least once a month or every two months. If not visiting them definitely socializing with them via email.
3. How do you know if this is the right client for your company? In regards to GVC we are the manufacturer so I try to aim for clients that are in Procurement, Engineering, Inside Sales, Purchasing, and also reaching out to Project Managers or Estimators. You can go to the prospects website and see exactly what their form of business is. I know I have the right contact (client) when they say they use or sell Valves for their clients OR projects. Most of the time I deal with several clients that have their own clients.
4. How important is it to have an inside sales person when you are doing outside sales? It’s extremely important to have a responsible and quick Inside Sales person. The Inside Sales rep that is assigned to you needs to know the product line well and is good with documentation and communication. An important task for the Inside rep is to CC the Out Rep, so that the Out Rep knows things are being handled without having to ask unnecessary questions.
5. Is it better to make appointments or just walk in? Personally, it is better to make appointments – many people do not like reps to just walk in. It is better because when you are on the schedule, you have a chance to meet other people that are in the office and you don’t force yourself on major clients – Now with supply companies that are a bit smaller or you “just so happen to pass by a company with potential” I don’t think it’s a big deal.
6. Name one reason why you are proud to work at GVC? I’m proud to work at GVC because our longevity of our product is outstanding, and our documentation is a point to be proud of. I’m also just blessed to work with a company that is like a small family to me. I have been here for 5 years am always learning something here. I believe that we have a product that can make a huge punch. We stand up against the big guys FOR SURE!!
7. What is a successful day when you’re working as an outside sales person? A successful day to me is getting plenty of business cards when I visit a company to bring them breakfast or visit their office. I also enjoy shaking many hands and generally have several different conversations. I’m putting myself as well as my company out there and trying my best so that makes me feel great.
8. Last question, what do you do when you get back into the office from seeing a client? When I get back into the office it is important to add all the new business cards to my outlook address book, this assures that if the card/s get misplaced I still have the contacts info. Afterwards, sending out Thank you e-mails is definitely a must!
Source: D’Aunna Goins, Global Valve and Controls, Houston, Texas