A good salesman doesn’t just care about the sale, he also cares about the client. Luckily for us, that’s what we have in Luis Abreu.
Meet Luis Abreu
Luis manages IZEA’s Pay Per Post and In Post Links services, in addition to being one of our talented inside sales representatives for the Western region. His job is to assist advertisers in their SMS and SEO efforts “to build brand and product advocacy resulting in growth, competitive differentiation and affinity.” With nearly five years under his belt at IZEA, Luis has proven to be a sales superstar and, admittedly, still loves his job.
The Musings of an SMS Salesman
“The social space is ever evolving. We must be innovative and have quality behind everything we do.” How do we tell the brand’s best story in a unique and genuine way? “We must highlight the advertiser’s strengths and minimize weaknesses, while at the same time creating captivating content that resonates with a relevant, targeted audience.”
“With SMS, you have the opportunity to engage celebrities, and grassroots individuals, and have them talk about your product in a passionate way. From a consumer standpoint, this is positively motivating.”
Consultative Selling Style
Luis describes his selling style as “consultative.” He strives to determine the specific need of the client and how to meet the client’s goals through IZEA’s offerings. This sales technique can be easily applied to almost any sales situation.
Listen to the client: “Understand what have the client has done in the past; determine what worked for them and what did not; and, finally, pinpoint what they want to accomplish with this campaign.”
Be the guide: “The client is always in the driver’s seat but they may not fully understand where they are going or the best way to get there. Pull from past experiences to successfully navigate them along the path to achieving their goals.”
Devise the plan: “Based on the goals and budget, devise a plan to maximize every dollar spent, while simultaneously creating a positive client experience. Find the balance between the budget and the campaign goals that will be the most beneficial to the client.”
Set the right expectation: “A personal philosophy of mine is:
- Never betray your clients trust
- Always try to be right
If a client doesn’t know what they can reasonably expect from a campaign, they won’t feel comfortable. Give them a reasonable and realistic idea of what they should expect. Then, strive to over-deliver, as opposed to over-promising. Sometimes things don’t go exactly as planned. Let the client know immediately. Keep the client in the loop. This dignifies them, which builds trust and keeps them happy. Remember, a happy client comes back.”
