Introductions to new clients.
Introductions come in several forms when meeting a new client. You introduce yourself to your first client. They introduce you to a friend (referral). You re-introduce yourself & they reciprocate. Then you introduce your company’s service/produce. Then you tell your why’s & how’s and the specifics. They get to know, like, & trust the company- you close that sale & repeat.
When I am introduced to new growers, I get one question asked every time. How do we meet clients? How do we get into restaurants? Introductions happen every day. Remember you never know who you will meet in a given day, so always be prepared. And never, EVER, judge anyone by their appearance. Millionaires don’t walk around in tuxedos all day…
My standard answer is we got one client at a time, we just have done it every day for over a decade of putting ourselves out there in a positive light. We spend a lot of effort into protecting a positive company image. We take care of our employees, vendors, clients, & community. We have clean uniforms & sharp signage & imaging. When people see anyone from our companies, they know who we are because of standardizing colors, fonts, & logo shapes over multiple companies.
Every Day, for over a decade, it takes time. Thankfully you will get shortcuts on this website as time goes on.
So, what do you do next? You got the introduction from one client or vendor that you have served them well and you have the chance to sell your product/service to someone new. As stated in our last blog post, we simply tell our story. But we (our sales team) starts off with a hook question…..
What do you do with 3000 heads of lettuce?
We opperate in a small market (25,ooo in the city, 40,000 in the entire county) without huge aspirations of of wanting to eat healthy. So if we can sell here, we know our system works. Our Sales Engine
After we get to meet a new potential client we ask that question: What do you do with 3000 heads of lettuce? It is an introduction of the scale of you operation. To those of us who grow for a living, we all know 3000 holes of production is relatively small. But, to anyone else it seems like an enormous amount. Then you have this open dialogue of how you grow, stagger harvest & seeding, and most likely offer more than just lettuce. The important thing is the questions they ask that keeps the conversation going. Remember the Know, Like, & Trust we talked about? These conversations foster this process.
There was a lot of repetition in this article, wasn’t there. It was intentional. Every day can be the opportunity to introduce new ideas and methods. You can continually introduce yourself & company to strangers that, as you get your why down, will become clients…..who will then give more introductions. The process repeats non-stop, be glad that it does. After all, you are growing a company, not just plants.
Keep up the good work!