Has it been cloudy and rainy in your sales "weather' forecast? Are you feeling blue from all those cold calls? Then why not "warm up" your clients and strengthen your customer relationships? Sales professionals earn respect by being competent and experts in their field, but respect plus being liked by your clients will result in an endless stream of referrals and a potential for exponential sales growth.
"Well, I'm comfortable with my company and product but I'm not very outgoing. What can I do to get my customers to like me more?" You may ask.
One of the most effective ways is to take the initiative to periodically give and don't ask for anything in return and while doing so learn more about your clients on a personal level. Be ready with at least one piece of valuable information to improve your clients' lives. Send out a monthly or quarterly e-zine or newsletter with FREE and beneficial information whether you are in the real estate business, accounting, law, construction, landscaping, etc. Do what others nor your competitors would be willing to do and do it better!
Next we want to find inexpensive, memorable gifts to them they'll be sure to like. They can be something personal to your clients' hobbies, family or job or just something they would enjoy and be grateful to you for going out of your way to do. One gratifying gift that is inexpensive and that can be produced in mass is certain desserts and candy. There are many different kinds of cookies that are easy to pack for delivery or drop off, as well as chocolate covered pretzel rods, chocolate covered crisped rice treats to mention a few. For your truly special clients you could choose from many easy cake or pie recipes. Learn which sweets your customers like best and they will appreciate your efforts. Try to stay away from recipes that ask for nuts since some people are allergic to them, unless you know for certain they don't have any nut allergies. Drop in a list of the ingredients to be safe. And by the way, if you do not wish to step into the kitchen then you can order your dessert gifts at various online stores to have them delivered.
"When should I give my clients gifts?" You wonder.
Great question! You should know your client and train yourself to master the art of conversation. Learn about your clients' lives and their families. While in conversation remember the most important points your client is most proud of. Then write them down in an organized manner with reminders too.
Here is a short list of 10 1/2 examples of great occasions in which to offer your clients gifts.
- Congratulations on their birthdays or
- Their children's birthdays
- Milestone wedding anniversaries
- Milestone career anniversaries
- Wish "Bon Voyage" before big vacations
- Congratulations for their awards or achievements they've earned or
- Their children have earned
- Birth of a new child
- Retirement
- Becoming the coach of their child's soccer team
And finally... 10 ½ Reward them for milestone referrals they give you; 5th, 10th, 25th, etc. Have fun discovering other great occasions specific to your clients!
