Page 45 - IDHSNA 2016 Annual Blarney
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1. clean up-if it’s out pick it up. If it’s unrolled, roll it up. 7. remember the wining and dining experience. feed
If it’s cluttered, hide it. Just as you can throw your kid’s them. Just as real estate agents have figured out how
toys in the closet when your mother-in-law visits, hide the much their sales go up from baking cookies before the
junk. look around with an unbiased eye and say, does my open house, create the ‘champagne’ experience of the
farm speak to the quality of merchandise I present-and Irish horse with a good bottle of wine and some great
yes, your baby is merchandise. munchies.
2. While we are on the subject of cleaning, let’s talk horses. 8. last but not least, make sure your horse is right for
make sure your horse is clean, even if you have to get up them. Just as you wouldn’t send a child off without
early and give him a bath-we can forgive wooly, but let’s knowing where he was and who he was with, make sure
make sure his white sparkles and he looks as if you are your horse child will be appreciated and welcomed for
proud of him. what he is at his new home. Not every buyer is the right
buyer. and I promise you this, when you have the guts
3. When you have a prospective buyer call, make sure you to say ‘no’ for the right reason, it is noted and appreci-
represent the horse honestly. a surprised prospect typi- ated. But of course, remember to do it graciously and
cally does not change their mind about their wants-they endeavor the help them find the right horse.
remember you though, and will tell others. If they say
they are looking for someone over 16 hands and your once you have created this experience, make sure to find
horse is 15.3 with a high wither, make sure to tell them. out what you need to provide for them to make the
then find out if it matters that he is deep bodied and can best decision and simply ask ‘what you would like to
look good with a rider with a long leg. do at this point?’ you will be surprised at how many people say,
I need to talk with my vet, significant other, trainer, etc and then
4. show him off. I used to re-package slow racehorses to we will be back again as soon as possible, “I love him and think
sell to the hunter market and made a really good income he is perfect!”
in college by pulling manes and trimming legs. my horses
would get their legs shaved about every 6 weeks. first follow up on this visit with a phone call or handwritten note
of all, it is easier to clean them up, especially if they have thanking them for their time. always get their contact info or
white. second of all, I was proud of their clean legs, and e-mail address. make sure to find out if they had all of their
if they weren’t clean I wanted the prospect to understand questions answered. hopefully this will prompt the “When can
exactly what they were buying. my vet check him and the shipper pick him up?”
5. you are probably going to hate this, but keep his whiskers I know this has only whetted your appetite for learning more
and ears trimmed. horses look so good when they step about creating the ultimate buying experience. Become a
off of the trailer at the show, and the closer your baby student. Purchase a fabulous book like Integrity selling by ron
looks to that, the easier your prospective client can envi- Willingham. look outside of the horse industry for some great
sion him stepping off of their trailer. ideas on creating a viable business, not just inside the industry.
6. If you have kept baby pictures around and can bring your- haVe a WoNDerful sPrINg aND gooD sellINg WIth
self to spend a couple of hours, make a scrapbook of his those BaBIes!
memorable moments. Just as your son’s girlfriend oohed
and ahhed over the naked baby pictures, remember most Breandan filbert is the managing partner of salezWorKs, llc. a human
people are as attached to their horses as they are their training and development company focusing on the specific needs of small
spouses, perhaps some even more. businesses. for more information please feel free to call (816)522-8178
or e-mail her at bfilbert@salezworks.com
IrIsh Draught horse socIety of North amerIca | 2016 aNNual BlarNey eDItIoN 43
