Here is a segment from a Norm Brodsky, Inc Magazine article on relationships.

'You begin to build that kind of relationship not when the sale is closed but when the initial contact occurs. When I call on a prospect the first time, I don't even talk about our company. I spend the whole visit just trying to learn all I can about the people I'm dealing with - what they like, what they don't like, what their policies are, and so on. I don't have to make a sales pitch. The prospect knows why I'm there, and I know that no decisions will be made at the first meeting. Mainly, I look to build rapport and understand how the customer likes to do business.

'We'd built a relationship. To be sure, our ability to keep the customer will depend ultimately on our performance. All the relationship gives you is breathing room - the chance to recover, and learn, from the mistakes you will inevitably make. But in business, as elsewhere, that can be the difference between success and failure.' Norm Brodsky - Inc Sept. 06

It is so critical to learn about your prospects desires, what they want to accomplish. Showing a prospect your great powerpoint presentation or stroking them through the abilities of your software at your first meeting may impress them, but will it start building the relationship? Same goes for selling a RV. It's all about the customer. What's in it for them.

Until next time...

Had the opportunity to visit the RVIA trade show last week in Louisville, Kentucky. Always a great reminder of just how large the recreational vehicle industry really is.

Manufacturers and accessory suppliers are turning out some pretty cool stuff. Some really great innovations in a number of new RVs this year. It will be exciting once they hit the dealer lots for consumer purchase.

TJ and I went down from Michigan and Ron came up from Texas. We met with some current RV Dealers that have partnered with us already and also had a new dealer partner up. They are excited to get going by the end of the year.

We also took the time to do some competitive research and spent some time at our competitors booths. Always and enlightening experience. Some of our competitors have some great products and features. No doubt they work hard just as we do at InteractRV. I'll have some reviews of their products/services coming soon so keep an eye out.

Louisville is quite a neat place. Lots of history and great restuarants. For great native Louisville dining head to the North end of Bardstown Rd. They have many local restuarants with the home-town look and feel. Not to mention the food is fantastic.

Until next time ...