Ask for the Order

by

Flora M. Brown, Ph.D.

The reason many businesses don't get orders is they don't ask for them. What do I mean?

You receive a phone call inquiring about your service, your rates, and other details. Once you give the caller the requested information, do you say "Thank you for calling." or "May I help you with an order?" Your business success depends on which of these is your common response.

Think about it this way. Before you were married Ladies, did you fall into your future spouse's arms heavily breathing the words, "I'm yours." Or did you wait until you heard those words "Will you marry me?" (Okay, so some of you chose door #1, but I'm going to continue with my analogy anyway.)

Did you propose, knowing that your intended needed to hear those words? Perhaps you realized that if you were too shy or too hesitant to make your wishes known you could lose out to a more assertive rival.

I know we're in a new millenium and in some cases these examples may be reversed or involve diverse relationships, but my point is you must ask for what you want.

Okay, so selling is not exactly like proposing marriage, but it is a proposal nonetheless. The customer needs help getting to "Yes," and your profits depend on you helping them.

Some businesses even answer the phone anticipating the order. "What's your occasion?" "Which design may I help you with?" "Will this be a ready-made or custom order?" "Your customer number please?" "What is the day and time of arrival?" I call this the "paper or plastic" strategy. The grocery store anticipates your needs, assuming that you aren't going to carry all those groceries in your bare hands.

The campus police at my school answer the phone with "What's your emergency?" There's no time for small talk. If you want help you need to spit out the problem, and fast.

Be friendly, be yourself and don't be so attached to the outcome. Unlike in that marriage proposal analogy where a "No" is an emotional blow, in business remember there are more fish in the sea. Say goodbye politely and go out and recast your rod.

Flora Morris Brown, Ph.D. is a Professor Emeritus at Fullerton College, educational consultant, gift basket expert, writer and professional motivational speaker. From her main website, www.GiftBasketBusinessWorld.com ,and blogs and newsletters she motivates small business owners and gift retailers with sales-generating ideas, marketing tips, design ideas and business success strategies. She is mother of four and grandmother of three. When she's not traveling she enjoys her home in Anaheim, CA.