The Hat Trick

I've never been a huge hockey fan, and even living in Boston as the Bruins fought for the Cup, I just could not get into it. But I will admit, I have always liked the phrase "hat trick." It is formally defined as a positive achievement that occurs three times in a row. Usually associated with sports, I like to define the hat trick to suit my own purposes in sales.

My definition of a "hat trick" is the way the savvy salesperson knows what proverbial "hat" to don with specific clients. If done correctly, I have found that even more than three consecutive orders will follow suit.

I like to tailor the hat to the client's personality and style of business and organization. Here are some examples of the hats I have available on a daily basis:

The Baseball Cap: This hat is worn when your client needs a coach while choosing what to order, or which way to take their marketing strategy to the next level. The client doesn't need skills or talent-they just need someone to guide them and help them appreciate what they already have in mind. Helping them hit that home run will ensure this client will return to you again for future endeavors. PLAY BALL!

The Cowboy Hat: Put this hat on when your client likes to take things slow and steady before speeding into a steady trot. I find that some salespeople like to take off running without listening to what the client wants or needs for a specific project or situation. Tilt that hat down, and slow your pace, and you will make your sale. This style of client appreciates a slow start where options are given, and then commends you when you are able to move the sale along to completion quickly and competently. Giddyup!