Chapter 18: Sales Promotion and Personal Selling

Relationship selling is the practice of building, maintaining and enhancing interactions with customers in order to develop long term satisfaction through mutually beneficial partnerships. One way to establish that is to follow up with a customer. You know that they order detergent and dishwashing liquid from you every month. Chances are, that depending on the amount of the products that they ordered, you will more or less know when they will “need” or “want” more. Why not give them a call and see? This helps build a rapport with them. They will more comfortable with you as a supplier and will build a more long term seller/buyer relationship. Out of the whole seven step process, I believe that following up may be the most important step because you may have achieved success in making that one sale, but what about the future? The approaching customer and probing needs are relatively easy as well. Most of the time, I walk up to someone and say “You look rather tired. Look like you need a boost. You like red bull?” If they say yes, then I’ll say “Well, then you’ll love this.” If not, I’ll say “Neither do I; it’s horrible for you. On the other hand, this tastes great and is great for you. I immediately open the can of XS and ask them to try it. If they look hesitant, I will drink from that one, and then hand them another one. If they ask questions, I will be more than glad to explain the product in more detail. But, the main focus is to discover a customer’s interest and then tackle that. You have nothing to lose.


I usually have events where I allow people to SAMPLE my Amway products, while my sister gives out samples of her Avon products. She gives out the campaign books, and she shows what is in season. We usually have raffles where we give out prizes and we also have trivia games to win prizes. My samples include the XS energy drinks, makeup (eye shadows and foundations) lip glosses, energy bars, the perfect water etc. During or after the event, people usually put in orders and these events are where I meet most of my customers and where I tend to network the most. Perfect Empowered Drinking Water uses a unique 15-step purification process to remove contaminants. It is purified, remineralized, ionized, microstructured & Oxygen Rich. P.S. People will never refuse samples because they're free. What better way to market your product..