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Quality Sales.
This may seem semi-obvious, but as you consider this over the next few days and weeks, you will re-discover just how vital it is to success. Always conduct quality sales. A quality sale is a sale which:
1. Is a good product. (Maybe not the extreme of super high-end
quality, but certainly not low in quality.)
2. Is sold at the "right" price. (Not a high price, not a low price,
but a fair price to both parties)
3. Is a product understood by the buyer (as much for what it is,
as for what it is not.)
Number three is, perhaps, the most often overlooked consideration. When your brilliant salesmanship has won the job, and the thrilled client expects the moon and the stars, and you can only deliver the moon and a few of the stars in reality, he will be disappointed, and he will feel screwed. Inform and educate as necessary so clients who may have little knowledge of TV always understand the choices, and why you're doing what you are, the way you are.
Sometimes you really hesitate to do this. You remember the wisdom about sleeping dogs and canned worms. But that usually means you're trying to get by with something less than excellence for whatever reason. Don't do it! It'll almost always backfire---later, if not now. Let your client in on the thrill of whatever crumbly edge of disaster you're solo rock-climbing on. If he's up to speed, and has confidence in you, he'll enjoy the thrill right along with you. And succeed or fail, he'll still be on your side.
If any of these three principles is missing in a sale, a very good chance of somebody feeling resentment now or later exists. It might be you--- if you low-ball something, and begin to hate the client as a pest, and drag your heels the eighth time he calls for that super-cheap quickie dub, for example. He'll feel your growing hostility, and he'll tell people you're bad-tempered. No positive referrals.
Almost every time we've ever accidentally violated one of these principles, we've created a bad situation. I assure you, we feel so strongly about them that we never violate them knowingly. They work. They are absolutely necessary to getting good referrals.
Examine every sale on those three points. Apply remedies where necessary.
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