Meet Ashleigh
Talking to and learning from new people each week is always the best part of my job. I have met individuals I could talk to for hours and those who I would recommend to others as experts in their field. This week, I had the chance to connect with someone who classifies as both.
Ashleigh, is an Account Executive. In her 9 years at Aramark, she has been able to maintain a consistent client base thanks to a reputation that truly precedes her.
What does into building a solid reputation of results in a crowded industry?
To Ashleigh, it begins with doing what you say you will do. “When I’m meeting with a client for the first time I have a path in mind from beginning to end.”
“You are listening more than you speak to hear what is important to them, but what they are looking for is someone who can confidently tell them ‘this is how this process is going to go.’ Knowing what to expect is important as a client.”
That confidence to deliver comes from the steps Ashleigh takes to manage expectations. “Expectations are crucial and must be set based on ability to meet them. How does the company translate to customer? I always sit down with my Ops team and talk about implementation.” Ashleigh’s word is everything to her, and should be to every sales individual.
I was curious to learn what can come once you have established yourself. “At this point, over half of my business is referral based. That comes from actively asking for referrals when a client has seen what I can do. People are happy to point you in the right direction when you have helped them meet their goals. Warm leads are always better than chasing cold leads.”
I left my call with Ashleigh smarter than I entered it. Being open and willing to share her secrets with me is why our clients love working with Ashleigh. This week, think about your reputation among your clients and peers.
LOOKING AHEAD: Having an end path in sight stretches far beyond the sales field. Everything we do should be done with intention. When you know what you are working toward, it’s amazing how quickly you can get there.