I don't think hard selling is necessary, but I think you are in for some hard work. And I don't mean cutting brush, wading through knee-deep wetlands, configuring server files, or backing up multiple digital drives. The hard work I'm talking about involves adjusting your mind while brushing up on your "meet and greet" skills. This might be a different kind of work than we as surveying and GIS professionals are used to, so McKim & Creed's chief marketing officer, Pete Kienle, offers a few tips on how we can turn our tough times into simple sales. Hard times do not call for a hard sell, if my definition of hard sell is accurate. My definition of a hard sell is someone who forces a service or product down your throat without considering whether you actually need or can even use that service or product. The hard sell usually includes a well-rehearsed sales pitch that totally ignores any questions or concerns you might have. Once you write the check, the hard seller moves on quickly to the next prey.
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