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Written by George W. Schnarre
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Tuesday, 16 June 2009 00:00 |
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Tips on how to keep your cool - Every Summer I bring up the fact that people generally don’t make purchase decisions in 90 plus degree temperatures. Yet, every summer a professional will once again attempt to prove that they are the exception to this rule! So do yourself a favor: let them go for it!
Now, while they’re out doing the impossible let’s you and I talk about making money! Here are some time tested techniques to increase your productivity during hot weather. - Make your ‘Money-Making’ appointments during the morning hours when temperatures are cooler. The reasoning here is that people feel refreshed, comfortable and cool in the morning. They are more likely to be well hydrated. If you wait until the afternoon the heat will remove all of these favorable attributes.
- I don’t want to see you sweating and I’ll bet your client doesn’t either. Part of professional preparation is excellent presentation. Sweat soaked armpits, clothes and feet have a deal-killing aroma to them! You are the professional. Ensure that you present yourself as weather-proofed during the heat because by doing so you send a message of control.
- If you are going to have clients in your vehicle remember the following:
- Keep cold water available. Have an ice chest in your trunk.
- Have a plan as to what you’ll do and who you’ll call if your car breaks down.
- Make sure to cool your car down before allowing clients to get in.
- Remember, heat will intensify any smell in your car.
- If you are not drinking more water during hot temperatures then you’re not thinking straight. You always want to be on your best game when dealing with clients and hydration is an important component. Again, let your competition try to be the exception to the rule!
- When advertising, use words that are temperature-friendly. For instance:
- A “Heated Hot Tub” would be better described as a “Temperature Controlled Hot Tub”.
- A “Fireplace” would be better described as a “Winter Fireplace”.
- A “Climate Control Central Air Feature” is much more interesting than “CAC”.
Finally, remember to use the heat to your advantage. Let your competition work in the afternoon heat. Why not sponsor something that gets a few of your clients together for something cool and fun. Now is the time to set up afternoon tours to visit local points of interest. For instance; why not set up a tour of the Police Department Headquarters, the Hospital, the University, etc. True professionals appreciate the opportunity to learn more about the area they serve and most people never take the time to learn about the area they live in. So why don’t you become the coordinator for this activity? It gets you out of the heat and may help you continue to generate a cool income!
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