The Secret to Your Success This Time of Year [Office Hours 01.28.2019]

Audio recording of the January 28, 2019 Live Office Hours conference call.  Some of key topics/questions answered are...

Question from Roger. He says, I farm and sell seed. Your method of selling seed is not only new to me but very innovative. I wish I would have had this 10 years ago when I started selling.  The problem I have is, I have been doing it my way for so long, how do I all of a sudden tell my customer I have changed everything and have this better approach? They’re going to wonder why I didn’t do it before. Any advice?

Question from Gerald, he says, I work for a retail and when things get busy in the spring it is almost impossible for me to get to do the planter visits. You say how important it is to be at the planter, but how can I do that if I’m pulled in 10 different directions and need to do so many other jobs? Please give me some ideas.

Question from Clyde. Clyde says, I’m am finishing my first year in the Academy and my first year selling seed. I came out of an entirely different industry and have little experience in ag. I was a successful in my other industry but felt I needed a change. A friend of mine talked me into selling seed for his company, and since I needed help, I decided to join the Academy. I have to tell you that I have been a poor member. I have not followed you every week or watched all of the programs. Maybe I need to, but customers tell me they don’t want to order early, and they don’t want to buy more than a trial size order the first time. They want to buy 2 bulk boxes, they just want to try 12 bags, for example. When I mention ordering early for example they just tell me it’s too early. I feel like I’m wasting my time and money by being a member. I’m just being honest. Give me your opinion. I trust you will be honest with me. Thanks, Clyde.

Question from Meghan. She says, since I am only in my late 20’s, a lot younger than most farmers I call on, I have been starting to use doggy treats to open the sales call. I found an article in Fortune magazine about the group that is making artificial meat and gave it to a cattle producer. First of all, he was impressed that I read Fortune magazine, and second, he felt that I was kind of pre-warning him of what is coming. I was very surprised on how great it worked. I bought 3 more issues to give to other cattle producers in my area and every one of them gave me an appointment to come back. What other publications do you read and use as doggy treats that farmers don’t read?

Question from Raymond. Our company often delivers seed to at different times to the same customer because not all of the varieties are shipped out of the same plants. That makes it hard to finalize a customer’s order or cropping plan if all of the seed isn’t there. Also, sometimes my seed is delivered to a customer before my competitor’s seed arrives, so I get put in the back of the warehouse and my competitor’s seed is placed in front of mine. I’m afraid I will get planted last or not planted at all. How can I overcome this problem. It is out of my control.

Question from Ross.  He says, After only one year in the Academy, I have learned so much. But the one thing that has stuck with me the most is the thing I have he hardest time changing and that is the Ag Cycle. My sales are going up, but I have not gotten anybody out of the Ag Cycle and doing their cropping plans before harvest. My question is, if my sales are going up and things are working ok this way, why would I need to change it? My customers don’t want to order before harvest.  I love the Academy, just a little frustrated.