09 Mar Successful show-round preparation … flip the ‘provisional’ to ‘confirmation’.
As a salesperson, successful show-round preparation will help you convert the business.
We all know that if your client is willing to visit your site , they are nearly there in confirming their event. They have given up their valuable time to view your space/service and now it’s about ensuring they love what they see and confirm the event with you.
The success starts with the preparation.
BUILD A RELATIONSHIP before your client even arrives. Introduce yourself to your client on LinkedIn. This will ensure you know what they look like, and you can have a look at their profile. It will make them feel comfortable when they meet you as they too will know what you look like.
CONFIRM & CONFIDENCE do this by confirming the show-round 24 hours prior. Send details of how to find you, inform them of any traffic issues/roadworks and the best journey to take. Building their confidence in you. In the confirmation, detail the best place to park, and directions to Reception. Confirm all who will be attending the appointment, so you are not on the back foot when you arrive to a sea of a dozen eyes!
TIME IS OF THE ESSENCE Confirm prior to the show-round how much time your client has to view your property, manage their expectation and have a floor plan in place based on the time they have. If they only have 45mins, they may not have the time to see all categories of bedrooms. Manage the show-round ensuring they see the relevant parts of the venue; if they are short of time, they probably do not need to see the indoor pool!
EXPERIENCE ask your client prior to their arrival if you can arrange for them to have lunch/afternoon dinner/stay overnight. Give your client the opportunity to experience your service and facilities. Offer this complimentary, they will be more likely to confirm or speak positively of your facilities and offering if they have experienced it first-hand. Don’t forget to inform all departments of the importance of the client visit, so they too can play a positive part in your client’s experience.
WELCOME YOUR GUEST in person by waiting in the reception for their arrival, better still at the carpark or at the door. As you have connected with them on LinkedIn, this will help you identify your client. Your client should be made to feel important so don’t wait in the office to be called. It goes without saying, have all the details of their enquiry to hand, and ensure you have familiarised yourself with the details of what your client is looking for.
If you would like to discuss any further details for preparing for your show-round, please get in touch at firstname.lastname@example.org or book an appointment with us at https://www.trybooking.co.uk/YWY.