If you find yourself running on fumes... try to be extra nice.
By John Graham | July
17, 2019 at 01:27 PM
Too many salespeople find
themselves running on fumes when it comes to prospects. One life insurance
salesperson who was in the business for 30 years told me, “I get up every
morning and ask myself the same question: ‘Who am I going to talk to today?’”
He’s far from alone.
Closing sales is the
goal, but that takes keeping the prospect tank full of gas. So, what can you do
about it?
If you go to the
supermarket, there’s someone giving away free samples. If you watch what’s
going on, some of those taking samples buy the product, It’s the same with
sales.
When you do something
nice for prospects and customers, they want to return the favor.
Here are 17 ideas for
getting a positive response from customers and prospects:
1. Send a $5 coffee gift card.
It can create a feeling
of obligation. Here’s an example. Attach a note: Sorry we couldn’t get together
for coffee as planned. Will call you and arrange a time to meet. Be sure to
keep some gift cards handy.
2. Thanks for your complaint.
When something goes wrong
(and it always does), don’t be defensive. Surprise the customer by taking
ownership. It creates an opportunity for a conversation, resolving a problem,
and turning an unhappy customer into an advocate.
3. We appreciate your help.
When someone does
something nice for you, say so. For example, your message might go something
like this: “Thank you for thinking of us. We want you to know how much we
appreciate your referrals.”
4. Thank you for your business.
This is so basic it
shouldn’t be necessary to mention it, but online retailers have raised the bar;
they know the value of showing their appreciation instantly. Here’s the point:
when people spend their money, they like being noticed.
5. After the sale gift.
When consumers make a
significant purchase, they’re excited and proud because it’s the result of
thought and planning, sometimes for years. It may be a major home improvement,
a vehicle, or a new house. Sending an appropriate gift creates enormous good will,
which can result not only in future business but also in referrals.
6. Ask for help.
Often times, customer can
have an “after-the-sale” let down. Help avoid it from happening by asking for
their help. After letting them know how much you appreciate their business, ask
for their help. “I want to do my best for my customers. I would value your
opinion of what I can do to improve serving them.”
7. Surprise customers.
Nothing gets a more
positive response like answering calls, messages, questions and inquiries
super-fast. People unconsciously judge us based on the speed with which we get
back to them. It says they’re important.
8. Contribute to a customer’s favorite charity.
Do it, not because you’re
asked, but as a spontaneous expression of appreciation.
9. Stay in touch regularly.
Call it your “Continuing
Cultivation” program. You never know what might be coming up next so you want
them to think of you. Make it helpful and friendly; no sales pitches, please!
10. Need help?
We can all benefit from a
helping hand now and again. Let customers know you’re an available resource for
discussing a problem or offering advice.
11. Send a value reminder.
Choose a good time after
customers have made a purchase to remind them why they made the purchase and
ask them how it’s working out for them.
12. Give customers “Solve the Problem Insurance Protection.”
Let them know that you’re
their advocate and you want them to contact you if they have an issue or need
information.
13. Offer helpful information.
Keep your eyes open for
articles, blogs, and videos that customers and prospects may find useful. It’s
a good way to let them know you’re thinking of them.
14. Send important reminders.
Even though there may be
an app for that, it’s easy to forget about expiration, renewal, and due dates.
Giving customers a heads-up lets them know you’re thinking of them and they can
rely on you.
15. After-a-meeting follow up.
Whether it’s a customer
or a prospect, send an “It Was Great Getting Together with You” message. To
give it more impact, include something personal that they mentioned during the
meeting.
16. Remembering life events.
Anyone can do birthdays,
but it takes awareness to recognize other meaningful occasions such as a new
job, a promotion, a significant accomplishment, anniversary, new home, birth of
a child or grandchild, graduation, wedding, or loss of a loved one.
17. Something new or different.
Most of us like to know
about what’s new. If you have a new product or service, or have made a change,
let customers in on it. Make it friendly and how it can benefit them.
To keep your sales gassed
up, keep pulling customers and prospects closer to you. Some salespeople may
see it as taking too much time; others will start and give up. Ignore them and
keep moving forward.
John Graham of GrahamComm is a marketing and
sales strategy consultant and business writer. He is the creator of “Magnet
Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing
& Sales Ideas.”
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