Many of the most successful design trade professionals use some of the simplest sales strategies.

Business by Design this month looks at the importance of "back to basics" selling.

THIS MONTH:
+ Ship Ahoy!
+ Methods of the Masters
+ "Toot Your Flute" Day

Ship Ahoy!
Male and female. All ages. All levels of experience. All types of sales territories.

There was quite a cross section of retailers, designers and decorators who climbed aboard a cruise ship bound for Mexico earlier this month. Springs Window Fashions LP awarded each of its top dealers a free trip for their selling success.

Springs invited me along to present my "Sell Yourself!" talk to the group. But I spent most of my time on the high seas listening -- as top producers shared their sales strategies.

Methods of the Masters
I was struck by the focus of these top producers on fundamentals -- and by the simplicity of their strategies.

Some examples:

+ THINK BIG. It's just as easy to focus on the fatcats.
+ DIFFERENTIATE YOURSELF. Do what your competitors don't.
+ MANAGE YOUR TIME. Do what you do best. Delegate the rest.
+ DON'T QUIT. Persistence pays. Go until "NO."
+ BE AN EXPERT. Know your competitor's stuff as well as your own.
+ UPSELL. The BIG money comes after you get your foot in the door.
+ DON'T COMPROMISE ON PRICE. Be the best, not the cheapest.
+ DON'T FUTZ WITH YOUR FEES. You're good. Charge accordingly.
+ STAY FOCUSED. Set a goal and keep your eyes on the prize.
+ OFFER KILLER CUSTOMER SERVICE. Underpromise. Overdeliver.
+ FOLLOW UP. Your best customers are your current ones. Stay in touch.
+ KEEP COOL. No need to be 100% better than the rest. 1% works fine.


"Toot Your Flute" Day
Many of those I met aboard ship have mastered a basic selling skill: self promotion. They understand that the most important sale they'll ever make is the personal one.

Fact is, it's never been easier to buy elsewhere what you sell -- whether it's drapery hardware, flooring or space planning. But there's one thing your customers can't get elsewhere: You.

It was with design trade professionals in mind that I created an event which takes place every October 4th.

It's called "International Toot Your Flute Day" and it's listed in Chase's Calendar of Annual Events as follows:

"A day dedicated to selling yourself on the idea of selling yourself -- and telling others how good you are. This is your day to celebrate you, and to remind yourself that you're too good to be your own best secret, to accept credit where credit is due and to reject the idea that self promotion is bragging."

My suggestion to you: don't wait another year to celebrate.

Make every day your Toot Your Flute Day!