Part 3 Mesa Farrell, DSR of the Month, A/R, Communication & Boundaries with Customers, Greenhorn & Vet Tips
This podcast features Mesa Farrell from Shamrock Foods in Phoenix, AZ and DSR Dave Miesse discussing the following:
- At what point is the right time to ask a prospect to fill out a credit application, sooner or later?
- Mesa explains she not just there to sell products, she’s there to do business together, it’s about their menu items, menu costing, and their business as a whole.
- ACH versus picking up a check, Farrell has about 95% of her customers using ACH.
- Customers who have been in the business for a while and are more age mature might be more reluctant to use ACH than those who are newer in the business and are from the younger generations.
- For the most part, many of those seasoned customers are also more reluctant to place orders online. Mesa has 88% of her customers placing their orders online.
- Communicating with her customers has changed during COVID.
- Pre-COVID she saw almost every one of them routinely and as she says, “like fully in your face”, kind of interaction.
- Post-COVID, there’s been a lot more texting which she and her customers really like because they have a nice written trail logged in their phones if anything is misunderstood.
- Most of her customers are using text now (and like it), even the ones that were hesitant before.
- Mesa explains in detail how important it is to establish your boundaries with customers, so they understand when you are going to answer your phone or not. Her customers all know how and when she is going to respond to calls.
- While raising three daughters and working, she has learned it is important to have a good balance of work and personal life. This has really helped her with her business, and the customers respect her more because she has established this with them.
- During COVID, Mesa began using email marketing campaigns to reach prospects. It worked out so well that she’s going to continue doing it. She explains how.
- Mesa has learned that samples, manufacturer reps, and brokers can all help her reach her goals. Know them and know them well.
- When trying to sell more products to her customers, she likes to pick a category like chemicals or produce to go after because they don’t usually like to switch those products over until they really trust you and have a good relationship.
- Greenhorns: It might take you a few years to learn products in this business, but this career is really worth it! She says NOT to get discouraged because you’ll always be learning no matter how long you’ve been in the business, she’s still learning. And have FUN with it!
- Vet DSRs: Roll with the punches. If you made it through COVID, you can make it through anything! Communication is very important, don’t lose sight of that.
- COUNT ON YOUR TEAM 100% OF THE TIME.
Be a Resource and SELL SOMETHING!!