Fishing for Customers - The Sales Game
by Monique Nelson on May 6th, 2013

You've heard cliches about "Fishing for" various things - complements, information, etc. I'm sure you're also familiar with the analogies that often happen between sales and sports - home run customer, "scoring" a sale, etc.

While most sales people wouldn't necessarily want their customers to know that they view their job like a game or a competition - there are many ways in which calling attention to the similarities can actually help us increase our "A-Game."

Fishing for Customers - The Sales Game

Let's start with Fishing. 
Some people will spend hours out on a lake with a single rod, just waiting to be at the right place at the right time. For the most part, in a lake that has fish (a market that has buyers) you will inevitably catch something, if you are patient enough, but you only have the ability to catch one fish at a time.
Others, however, will spread out a net and leave it up to catch everything that comes by, to be collected at an opportune time.
I want to clarify that I am NOT condoning any specific type of fishing, I am simply using my limited knowledge of fishing styles as analogies
Both methods have their merits, but I am sure you can imagine the difference in potential success rates. As a sales strategy, you probably want to have a net out on a daily basis.
Your metaphorical net could be your web presence, your warehouse, your sales team - anything that is ready and available to help your customers when they are looking for you. 
The strength of your net will depend on how available you are perceived to be. If you have a website, but it isn't very visible or doesn't have enough information, you will have a net with large holes - lots of fish will swim right through without being caught.
On the other hand, if you have a very informative website, a regular presence on social media forums, and a sales team that is constantly reaching out to interact with potential customers, than your net will retain a wide range of customers, from large to small. 
Regardless of who your customer is, there is a universal truth that you will not make the sale until the customer is ready to buy. On any given day, however, there are many, many customers who will be ready to buy.
By creating a strong net for yourself, you will effectively be ready to catch your customers exactly when they are ready to buy. 
This strategy will be great for your sales and helpful for the customer because they won't have to waste time wondering where the will get the best service at the best price. Win-win.
For more sports analogies, keep reading. If you'd like to share your favorites, leave your comments below!

Sports & Sales

The Game Plan: Just as a talented football coach will put together strong plays that complement the strengths of his players, so do you have to create a plan of action that will lead all the members of your team to a success. Each member will have strengths that you should lean on, and a detailed list of goals will create the focus that leads to a winning season.
Home run: Most often made by those who practice their skill, but occasionally a fluke from a newbie. If you want to make the home run sales consistently, practicing your sales technique regularly can't hurt!

Hit the bullseye: When you aim for a specific target, you are more likely to achieve it. 
He Shoots, He Scores! In sales you will always have to overcome the defenses of your competition, and even those of your customers. But, with persistence and focus, you are sure to win.

Note: I thought of these analogies myself, with the help of years of various sales training, but I also found a GREAT post online with a lot more. If you are interested, check it out: Never Let a Good Sports Analogy Go to Waste

Posted in For Pool Builders, For Retailers, For Service Companies    Tagged with no tags


Leave a Comment