Propery Management

I have never been in a position where I get more cold calls than now.  I guess that is what happens in marketing.  I have to admit, I have been super busy and my patience level is incredibly short.  Probably the reason I have been furious lately when my phone rings.

However, some sales calls I get super excited about.  Here is my advice to sales people – not only in multifamily.  Some of them happen to apply to our leasing associates as well!

11 Sales No No’s.

(FYI, all of these things have happened to me in the last week or so)

1. It’s about a relationship, stupid.  Please don’t be fake.
2. Do not cold call me with no knowledge of my company or what we do.  At minimum, please use Google.
3. I do not respond well to threats or super pushy marketing tactics like name dropping or insulting our current efforts.
4. If we, or I, determine your product isn’t right for us (now or even in the future), don’t bully me to change my mind – that really ends the possibility of a future relationship.
5. Don’t send pushy emails copying my superior, especially when I still don’t know why I should care about your product.
6. Don’t request me on LinkedIn before we have had a positive conversation/interaction or any at all.
7. Please be prepared.  I don’t want to wait on the phone for 2 minutes while you look for your earring back or listen to your uncomfortable pauses and sighs when you aren’t sure what to do next.
8. NEVER ask me what we pay your competition for their services.   If you don’t know what your product is worth, I do – $0.
9. Call a million times a day without saying why I should want to call you back, you will likely not get a call back if I have no clue why I am calling you.  Its super weird for me to call you and say “Hi this is Melissa, I have no idea why I am calling you but please, pretty please, sell me something.”
10. By the way, NOT COOL, when I finally begin to try to have a conversation with you (warranted or not), that you berate me for taking so long to call you.  Give me a reason first and I will respond more quickly!
11. This one is too hard to explain, so here is the actual email. Don’t do this, ever, and at least spell my name correctly!!!!!!!   I have never interacted with her (I think she left me some empty voicemails)…

“Haven’t given up Melisssa…

Certainly don’t want to be a  “thorn in your side,” so I’ll try & make this as painless as possible.

Eager to know your level of interest in our training offerings. Please check an option, promise no hard feelings : )

___ YES, send me a FREE DVD  preview of  your latest & greatest training programs,  __customer  service __leadership

___ I prefer to preview online, set me up with a FREE demo with your web-based platform.

___ Training doesn’t fall under my umbrella, try contacting ___________________________.

___ My plate is more than full, better timing would be  ___later this year,  ___ early 2012,  ____ never darken my
doors again.”

 

The Best do these things.  Short and SIMPLE and it doesn’t waste my time or yours.

1. Interact with our company on our social media platforms in a meaningful way (not name dropping your company), we like that and builds trust.
2. Start conversations, not sales pitches.
3. Be an expert in your field and help us when possible – without our business at first.
4. Go the extra mile.
5. Help our company and teams increase efficiency.
6. Use email at first then move to the more personal phone call.  Refer to number 10 above.

Final Thought:

Above all else, do us all a favor, and LOVE what you do and what you are selling.  If you don’t, why should I?

 

Thank you for listening to my rant.  I really want to like sales people (I will always love ours though :)), but for some reason only a limited few really get it.  Does your team?

I would love to hear that these things happen to other people, so please tell!