Connecting With Your Client

Tips for Closing The Sale

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In looking at our four basic needs in life:

#1 - To Live
#2 – To Love
#3 – To Learn
#4 – To Leave a Legacy

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Recognizing that life is short, what are you supposed to
do to meet these needs?

What tools and tool sets are required for the level of
success necessary to enable you to make a meaningful
contribution?

How does SumaGrow fit into your paradigm for

building a successful life and leaving a meaningful
contribution?

How will you connect to your client base to build your

business?
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Product Meets Potential Customer

Your first challenge is always how to introduce a

product to potential customers. Remember, you
will never be an expert on all crops; however,
you must become an expert in representing your
product(s).

As a new licensee or distributor, the following

methods and conduits to the market are more
than adequate if used properly:

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 Targeted Marketing
–Talk Radio
–Social Media
–Trade Shows & Expos
–Local Ads
–Crop Associations

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 Personal Contacts
These are strengthened when a
credible 3rd party is used for
introductions.
–County Extension Agents
–Ag Insurance Agents
–Independent Consultants
–Most Importantly… Key Farmers!!

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Presentation

The key is LISTENING

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 Presentation
• The greatest compliment from one human
being to another is to be invited into the
other’s mind and heart. It’s called listening.
• What he or she has to say has to be as equally
important to you as they are to you.
• This means that valuing differences is the key
to human harmony.

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 Presentation
The important thing to remember here is the
80/20 rule:

Your time 20%

speaking/Farmer’s
time listening Farmer’s time
speaking/Your
80% time listening

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 Listening
Your 80% -- It is critical to remember the space
between stimulus and response since listening
requires little, if any, immediate response. The
farmer, if given the opportunity to speak
without interruption, will provide all the
information needed to convince them to try our
products.

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 Example Conversation Start:
“Mr. Jones, my name is Wayne Wade with [your company name].
I represent a line of soil enhancement products that are
designed, and proven, to reduce your fertilizer and other inputs
by at least 50% and increase your yield while providing you with
a significant economic advantage over conventional input
practices.

Mr. Jones, before discussing the benefits of our products, it

would be helpful for me to understand a little more about the
crops that you have planned for this growing season, the
production levels you would like to achieve, and areas for
improvements you would like to make. You are the crop expert
and you alone understand the challenges and natural forces that
you have to compete with such as _______.”
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After discussing potential problems, ask if he
conducts annual soil analysis to determine his
nutrient needs. If the answer is yes, ask if you
can review the analysis with him. If the answer
is no, ask if you can pull some samples to have
tested. If his current tests are in excess of 1 year
old, it would be a good idea to pull new samples
for a more updated analysis. Additionally, this
affords you an opportunity to make a return
trip.

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Questions Regarding Soil Analysis
Should always focus on the following:
–pH
–Organic Matter
–CEC
– Base Saturation of Cations

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 What Not To Do
• Interrupt the farmer while they are talking
• Compete in conversation – if they tell you they
won $500 at the casino, absolutely do NOT
discuss the $650 you won.
• Ask how many acres they own, their property is
their business – You MAY ask how many acres of
beans, etc. they have or plan to have under
cultivation.
• Never ask what their income is – again, this is
private business.
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 What Are Farmer’s Realistic Expectations?

• Reasonable ROI.
• Improved Yields and/or quality.
• Tangible benefits over current
fertilization program.
– If current program is working, why change?
• Equal or better performance at lower
cost.
• What are short term & long term
benefits and expectations?
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 Three Categories of Farmers

• Conventional & skeptical.

• Curious and want more information.
• Those already active in sustainable
farming and looking for products that
will help.

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 What Turns Farmers Off?
• Promising more than they are willing to
believe a product can deliver!
• Farmers are bombarded with salespeople
and new products every day.
• Slick advertising and “Hard sell”.
• Not understanding their issues,
problems, business, or the value
proposition.

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• You need to have a working
knowledge of basic operational
costs.
– i.e., what does it cost to grow an acre of
corn, soybeans, wheat, etc…
– Typical seeding rates, etc…
• What are the typical fertilization
programs for each crop within each
area/region?
• What do yields have to be for SG to
pay for itself? Do yields have to be
higher?
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 Common Objections…
• You’re telling me to cut my
fertilizer???
• Who is going to pay for decreased
yields & profits?
• Where is your proof of claims? Data?
• Who else is using this product?
• SG may work in Mississippi, but my
farm, state, region is different.
• How much does this cost per acre?
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 Common Objections…

• Why should I believe you over my

ag consultant, extension agent,
university, Coop, ….?
• Just what is this stuff and how does
it work?
• You expect me to believe those
“bugs” work better than my
fertilizer?
• I know what to expect with my current
fertilization program.
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 Common Objections…
• Do I have to make another trip across
my fields to apply?
• How do I handle this stuff?
• Why is it black?
• Will it clog my sprayer nozzles and is it
harmful?
• I can’t see the marks on my sprayer
tank because of dark color….

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 Like the Boy Scouts,
Always Be Prepared
You should always have:
• Boots
• Rain Gear
• Hat and Sunscreen
• Soil Probe – for taking soil samples
• Refractometer
• Moisture Probe
• Notepad and Pen – For documenting your visit
• Referral Contact Information
• Business Cards
• Camera – Cell phones work fine for this
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 Pearls of Wisdom
• Never miss a rainy day to visit a farmer

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• Visit as early as possible – bring coffee

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 So now you have a customer – KEEP
THEM
• Keeping in touch with your clients – how often?
What does a farmer expect?
• Have you had any customers’ crops that didn’t
perform as expected? How did you handle that?
• How do you encourage your current customers to
promote your products to their network of family
and friends?

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