{"id":2601,"date":"2014-07-10T13:24:20","date_gmt":"2014-07-10T18:24:20","guid":{"rendered":"http:\/\/etereman.com\/remanu\/?p=2601"},"modified":"2014-07-10T13:24:20","modified_gmt":"2014-07-10T18:24:20","slug":"juice-is-worth-the-squeeze","status":"publish","type":"post","link":"https:\/\/etereman.com\/remanu\/2014\/07\/10\/juice-is-worth-the-squeeze\/","title":{"rendered":"The Juice is Worth the Squeeze"},"content":{"rendered":"<p><div id=\"attachment_2602\" style=\"width: 640px\" class=\"wp-caption aligncenter\"><a href=\"http:\/\/etereman.com\/remanu\/wp-content\/uploads\/2014\/07\/RU170.jpg\"><img aria-describedby=\"caption-attachment-2602\" decoding=\"async\" loading=\"lazy\" class=\"size-full wp-image-2602\" src=\"http:\/\/etereman.com\/remanu\/wp-content\/uploads\/2014\/07\/RU170.jpg\" alt=\"\u00a9iStock.com\/spxChrome \" width=\"630\" height=\"457\" srcset=\"https:\/\/etereman.com\/remanu\/wp-content\/uploads\/sites\/2\/2014\/07\/RU170.jpg 813w, https:\/\/etereman.com\/remanu\/wp-content\/uploads\/sites\/2\/2014\/07\/RU170-300x218.jpg 300w, https:\/\/etereman.com\/remanu\/wp-content\/uploads\/sites\/2\/2014\/07\/RU170-768x557.jpg 768w\" sizes=\"(max-width: 630px) 100vw, 630px\" \/><\/a><p id=\"caption-attachment-2602\" class=\"wp-caption-text\">\u00a9iStock.com\/spxChrome<\/p><\/div><br \/>\nI recently sold to a customer who hadn\u2019t purchased from us before.<br \/>\nI\u2019m sure this happens daily at your business or shop, and, believe me, it does here, too, but this sale was different.<br \/>\n<strong><em>Way Back in March\u2026<\/em><\/strong><br \/>\nA shop owner hopped on our website and started an Olark chat (read as: one of those pop up chat platforms, but with a non-sucky interface and real people on the other end). He needed a price on a reman unit.<br \/>\nAfter covering the fun year\/make\/model basics, I learned he wasn\u2019t in our system yet.<em> Oo score. <\/em>He asked for more information on the warranty, and I emailed it right over. Our entire interaction wasn\u2019t more than 15 minutes, but I felt good about it leading to a sale.<br \/>\n<strong><em>Later That Day\u2026 <\/em><\/strong><br \/>\nHe replied with another question. I answered back. He told me he knew where to find me if he made the sale on his end.<br \/>\n<strong><em>5 Days Later\u2026<\/em><\/strong><br \/>\nI had an email from him to price check another vehicle entirely. I replied. <em>Question. Answer. Follow up. New Quote. You get the idea.<\/em><br \/>\n<strong><em>And On and On\u2026<\/em><\/strong><br \/>\nHe emailed me bright and early (well before I\u2019d had a cup of coffee). He texted pictures of a core to my phone while I was at a trade show. He asked about a transfer case while I was on vacation (which the <a href=\"http:\/\/etereman.com\/remanu\/author\/dapper-dan\/\">Dapper Dan<\/a> handled beautifully).<br \/>\nTo say this went on for a while is an understatement.<br \/>\n\u201cBut wait,&#8221; you ask. &#8220;Haven\u2019t you only been talking to this potential customer since March?\u201d Yep \u2013 <em>March of 2013.<\/em><br \/>\nNow I know what you\u2019re thinking, \u201cIt\u2019s been over a year and you couldn\u2019t close this guy? Geez, you must be lousy.\u201d<br \/>\nTrust me, I thought all of those things and worse. What was I doing wrong? Why wouldn\u2019t he buy from me? And where the <em><strong>heck<\/strong><\/em>\u00a0was he getting a better deal?<br \/>\nI dusted off my sales girl hat and tried a different approach. The next time we talked, I asked about his customer. Was it a regular or someone new? Call in or brought their car to the shop immediately? Warranty or price sensitive? High miles? Older car? Only car?<br \/>\nAt times, I felt like I was coming off too interested. But he always answered my questions \u2013 and I made sure to mimic his chosen communication method and cut the convo short if he seemed busy.<br \/>\nSounds like a lot of work? You bet. But who said easy sales were fun \u2013 or profitable?<br \/>\nYes, this particular customer went through an atypical sales cycle. But when he was finally ready to give us his business, it wasn\u2019t just one order followed by a bunch of headaches. He quoted 3 units at once, bought another unit, and was quick to make decisions. He even gave us a review and shared constructive feedback about our process.<br \/>\nNow, no one can guarantee how many more transmissions he\u2019ll buy from me. But I do know that hard work in the face of a sales opportunity never hurts \u2013 no matter how long or hard you have to squeeze.<\/p>\n<hr \/>\n<p><i><img decoding=\"async\" loading=\"lazy\" class=\"alignleft  wp-image-2479\" src=\"http:\/\/etereman.com\/remanu\/wp-content\/uploads\/2014\/03\/AVA_JenniferP.jpg\" alt=\"AVA_JenniferP\" width=\"100\" height=\"100\" \/><\/i><br \/>\n<i>As Director of Customer Experience, Jennifer Porter is all over the place. From trade show coordination to sales, there&#8217;s no aspect of our customer experience that she&#8217;s not on top of. That&#8217;s why she&#8217;s the perfect person to share how extra effort is worth it in the end.\u00a0Think it&#8217;s worth it? Comment below or share <a href=\"mailto:jporter@etereman.com\">with Jennifer directly<\/a>.<\/i><\/p>\n","protected":false},"excerpt":{"rendered":"<p>I recently sold to a customer who hadn\u2019t purchased from us before. I\u2019m sure this happens daily at your business or shop, and, believe me, it does here, too, but this sale was different. Way Back in March\u2026 A shop owner hopped on our website and started an Olark chat (read as: one of those [&hellip;]<\/p>\n","protected":false},"author":11,"featured_media":2602,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mi_skip_tracking":false},"categories":[4,12,7],"tags":[20,327,206,328,14,330],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The Juice is Worth the Squeeze - REMANU<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/etereman.com\/remanu\/2014\/07\/10\/juice-is-worth-the-squeeze\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Juice is Worth the Squeeze - REMANU\" \/>\n<meta property=\"og:description\" content=\"I recently sold to a customer who hadn\u2019t purchased from us before. 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