Wednesday, February 23, 2011

Guest Blogger: Melissa Richman - Timing is Everything

Today's ironic sales pitch...

In November, an extremely friendly and pleasant woman called my home. She wanted to know if I was interested in having my lawn fertilized. As a new homeowner, I fou
nd this call strange for two reasons:

1. That particular day was one of the most rainy, ugly and cold days since I lived in the house, and as a local company I was pretty sure it wasn't sunny in her neck of the woods.

2. It was about to be the dead of winter. As she posed the question, I thought to myself, "Isn't my grass just going to go dormant anyway??" Not knowing anything about fertilizer, I wouldn't think I would need it fertilized in the winter.

I politely said I was not interested. She asked if she could call back in the spring and because she was friendly, I said sure.

I'm not a salesperson, but as someone who works to market products on a daily basis, from that perspective alone, I ask you, "Why in the world would a fertilizer sales woman call on that day??" Why not call on a sunny day in the winter and immediately start the pitch with telling me something I don't know, but should. "While I know we are in the colder months, here's why you need to fertilize your lawn." Or if possible, what about offering a coupon to entice me?

From someone who receives her fair share of sales calls, never forget, Timing is Everything! I'm curious from a sales perspective what all of the salespeople out there think. Feel free to comment below.

Melissa Richman is the Director of Marketing for Thought Transformation.

No comments: