LightingLeader

Specification Sales

Is the market going to shit or am I just bad at my job.

since I sell lights, it involves getting into architects and designers offices and building relationships and they specify your products on their drawings. once you get in with someone it should be consistent repeat business. i feel like 50% of offices still won't let anyone come in. the. 25% of my clients let me come in and bring them shit but don't specify our products. out of the other 25% probably only 5% of them are decent sized worthwhile projects. I don't know if it's the products I represent or the market or me. just feeling discouraged because I'm constantly busting my ass, traveling, etc

🧠 Advice

20 comments

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sketchysales

Politicker

Sales Manager

Your in a similar space to me, I dont think the market is going to shit. Things maybe tightening up a little but definitely not going to shit.

I think you need to try different routes, the industry you are selling into has been in relative turmoil for the last 2 years, its been strong growth for everyone but unlike SAAS, these companies are having to deal with crazy supply chain issues and time is precious, you need to find a way of getting their interest.

I have said it a few times on here but I suggest you work on some creative ways of opening the door, like sending a handwritten note and some samples, a box of chocolates or anything thats a bit more out there. Be wise as to who you target.

The biggest challenge you and I face with a lot of the deals is its getting our product specified, we dont always walk out with a PO. For this you need to really completely sell them on the product and the way you will do this is not by selling features and benefits but finding out where their current solution is lacking and how you meet those pain points through service and product.

Make yourself and your product ridiculously easy to work with. Any slight complication to adding your product to a spec will mean it wont happen.

Lastly, follow up. People who do see you and are taken by your product, you got to remember your taking an hour out of their day, they are back into the grind immediately and you are likely out of sight out of mind by the end of the day. The next time they are speccing something, more often than not they are going to just go with muscle memory and spec what they did last week which is your competitor. Send regular interesting and engaging follow ups.

One more idea, run a SPIFF program if you like for your clients. Offer some kind of reward for getting your product in on jobs.

I wouldn't say you are shit at your job, but theres others out there getting their product in to these projects including myself and not seeing a slow down. Keep an open mind, stay encouraged and give it your all, you'll pull off a biggie and that will give you the motivation to go for the next.

sketchysales

Politicker

Sales Manager

Sorry its real long, but one more idea. Build a portfolio of wins and get testimonials from those who do use your product and use that when selling.

LightingLeader

Politicker

Specification Sales

Really appreciate the thoughtful response!

Sunbunny31

Politicker

Sr Sales Executive 🐰

This is a really great response.

Kosta_Konfucius

Politicker

Sales Rep

Thanks for posting this I needed to see it!

CuriousFox

WR Officer

🦊

Sales are cyclical. You could be experiencing the summer slump. Keep moving forward.

LightingLeader

Politicker

Specification Sales

Yeah it’s so annoying because I have clients telling me to “reach back out in the fall” and I feel like some of them I JUST did this and here we are a year later and they have given me no projects

jefe

Arsonist

🍁

There are always ebbs and flows. Keep pushing

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I had a drought like this with my last job, just keep it steady and push through. Those that aren’t ready or looking now, will be in the future.

LightingLeader

Politicker

Specification Sales

I guess I’m just frustrated because I don’t feel that busy but I have a few large projects in the air worth some decent money

TennisandSales

Politicker

Head Of Sales

There are other ways to connect with people when you are not face to face. I would figure out where these ppl hang out online

SADNESSLieutenant

Politicker

Officer of ♥️

could you describe your typical sales process to me?

LightingLeader

Politicker

Specification Sales

Well I’m given some accounts where I’m given contact info. Or I have some of my own book of accounts. Or I prospect stuff from a house list or on my own.

I email them mentioning a few of our hit brands and mention doing presentations, (sometimes with AIA credit they need to keep being accredited architects if they are)

I will have a manufacturer do a presentation virtually or in person. I occasionally stop by and bring donuts or a bottle of wine and a new product catalog.

I take clients out for drinks occasionally.

I ask about projects they’re working on but typically they will either tell me what they would like based on a presentation I did or ask me if I have something that would fit in x instance.

I assist them in putting together lighting schedules (what lights are in the job) and even do photometric calculations to make sure it’s the appropriate amount of light.

Clients constantly change what they want on the job or the layout of buildings. They will sub you out and sometimes they tell you and sometimes they don’t.

Sometimes we work with them on the quote process if they are buying direct and I sell it for as high as I can (or as low as I’m allowed to if it’s the only way to get the job)

Many projects they don’t ask for my help and I don’t know we are on the job until the general contractors start getting quotes. They can try to sub us out at that stage but hopefully I have a good enough relationship with the architect or lighting designer that they don’t approve any alternates.

It’s a sales cycle that is between 3 months and 2 years and it’s a pain in the ass haha

SADNESSLieutenant

Politicker

Officer of ♥️

I think you should try and take the presentations up yourself, use samples, make it easy to work with you, be super proactive, use handwritten notes, visit as many offices as you can or events that you can. Get in touch with a-lot of contractors too who can recommend you, my dad was a contractor and he would often recommend the best people for whatever was needed. try widening your scope a little while doubling down on whats working well and identifying what can be improved on

LightingLeader

Politicker

Specification Sales

Yeah I’ve finally gotten registered to do at least one presentation that can be for credit, and I’ve been trying to just show up at offices unannounced with some donuts or wine or something just to say hello and stay top of mind but also not doing it too much to be too annoying. I always get things back to clients days or weeks quicker than my competition

Corpslovechild

Politicker

Inbound Sales Manager

Damn.... NO ONE is an a$$hole here and going to tell @LightingLeaderthat he or she is bad at their job........ I guess there is hope for humanity after all.

salesguy123

Personal Narrative

RVP Sales

So I am in a different industry so take this with a grain of salt. It sounds like what you are selling is pretty commoditized, is that the case? If there is some differentiation I would be sure to stress that. I would also find a prospect with whom you seem to have developed a good rapport and ask their advice. Ask them what you can do to increase the likelihood that your products are specified. Maybe they have some specific need that isnt surfacing in your meeting. I have always found that people are receptive to "can I ask you for some advice please?"

DevSomeBiz

Valued Contributor

Senior B2B Sales Guy.

Why not both?

ChumpChange

Politicker

Channel Manager

Sales is boom/bust. Ride the wave amigo!

kermitthefrog

Catalyst

Sales Consultant

Dude, I feel for you. I used to work in furniture and the dynamics of the role often were too overwhelming.

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LightingLeader

Is the market going to shit or am I just bad at my job.

20 comments

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