Issue link: https://read.dmtmag.com/i/66838
34 • JUNE 2012 • WORLD FENCE NEWS LOGICAL DECISIONS, INC * 9, 6, & 11 GAUGE PREFORMED STEEL * 1 5/8 ", 1 7/8", 2 3/8", 3", & 4" * CORRECTIONAL & MILITARY APPROVED * GALVANIZED, ALUMINIZED, VINYL COATED, & STAINLESS STEEL 800-676-5537 www.LDI.com 225-274-1115 Projecting a good company image continued from page 32 I know that many of you already have realized the importance of a good sales presentation and the impact it has on the ability to up-sell and value sell any fence job for the highest possible profits. For those companies that are already in that groove, congratula- tions! But from time to time we can all learn from others, and I for one am al- ways looking for a better way to do things and a better profit "mouse trap." Allow me to review the sales ap- proach of USA Fence. First is the attire. Every sales staff member (for that matter everyone in the company who has contact with the general public) is required to wear a neat, clean and ironed company shirt with the company logo embroidered on the pocket. This makes for a very professional look. Next all sales staff are provided a newer model and freshly painted com- pany vehicle, usually a light duty pickup truck, but not always. These vehicles are very high pro- file, with an identical overall theme, a bold and highly recognizable company logo and the entire vehicle in the com- pany colors. You cannot miss the USA Fence trucks in the greater Tampa area; they are everywhere! I know – I drive one of them and I get beeps and waves constantly and I am only in town a week or so at a time, so I know as handsome as I am it is not me they are beeping at. (Ha, ha!) This attention and visibility results in a highly effective fleet of mobile billboards that, other than for the cost of depreciation, gas and maintenance that the company would need to pay anyway, does not cost the company any extra advertising dollars and de- livers major name recognition and pos- itive impact throughout the local community. I know this can be a big expense and not all fence companies are able to afford such luxuries for their sales staff, but if you can, it really is a great look. Another idea to achieve a lower budget mobile billboard impact might be the use of magnetic lettered signs that the sales staff can put on their per- sonal vehicles to give that image of professionalism and promote the com- pany name. It is all about presenting the cus- tomer the impression of professional- ism, stability and strength of the company. The same is especially true for the trucks the installation crews use and the overall appearance of all com- pany personnel in contact with the general public. Now that the sales staff is armed with the best possible appearance, they are instructed on the presentation it- self, beginning with timeliness of the appointment. Customers will not wait weeks for a sales staff appointment; the appointment must be made within the shortest number of days possible, only one or two days is best. Also critical is the punctuality of the sales staff to the actual appoint- ment. Arrive on time, not a half hour late. Not even more than five minutes late without a call to the customer to apologize for being late and request a tardy arrival time. OK, the sales person arrives on time and with a professional appear- ance, now to the presentation itself. Do