Plant tours of your facilities have always been a great way to impress your customers. One of the consequences of COVID’s impact on selling is that customers today are less likely, and less interested in touring vendor facilities. So how are you getting your strong message of value and uniqueness across to your clients when you can’t get them to come to your facilities? Join me as I share how you can take your plant tours to your customers combining a video of your facilities while your sales rep explains what your customers are seeing…so your team can sell even more!
Hi, Jim Pancero, helping you become a stronger leader of your sales team. Are you giving many plant tours lately? One of the consequences that COVID has had on all of our business is the idea of getting customers to come into your facility, whether it's a warehouse, a distribution center, a manufacturing facility, or a service center, but to give the customers a tour to show them in detail what you have and how strong an organization you are, and how you can successfully handle any orders from their business.
Plant tours have always been a success, but COVID's restricted that. So now the question is, how are you converting your plant tours? I think it still might be awhile before customers are interested in coming out and tour any of your facilities, so the question in reality is, what are you doing to bring them to you virtually? This is a great time to be looking at how you could put together maybe a 10 minute tour by video of your facility. The best tours basically have no sound, because they're meant to be shown on a laptop in the customer's office with the sales rep explaining and walking them through all the information and telling them what they have. This is meant as a sales aid, not as a standalone video you might post, though if that makes sense to you, and there's a little extra expense to do that, that might also work as well.
But I'm talking about this being a tour led by your sales rep with the customer, whether it's online remote, playing the video over Zoom and walking them through and explaining all the things that are happening, or whether it's you sitting in their office. But just because things are shut down because of COVID doesn't mean we can't show off our facilities, and how and why it shows how we can handle their business, and why we're the best vendor to choose.
What can you do to have more virtual impact of your tours? By doing some recordings and producing some videos so your sales reps, even if they can't bring the customers into your site, can still show off what you have, and why so much of what you have is such an added value and uniqueness to you and your business. We've got to get this point across, and the only way to do it is with plant tours, and now with COVID the best way to do it is with virtual plant tours. I'd love to know what you're doing, and love to know how you put some videos together to help your reps with this. Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage.