It is just common sense, the more people that you deal with the more opportunities that become open to you.
The better relationship you have with those people then the more chance that they will WANT to do business with you.
So all salespeople should be constantly working on those two objectives (a) meeting new people, and (b) improving their relationship with the people they know.
“You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” Patricia Fripp
At this time of year there is a somewhat unique opportunity to make some headway with both of those goals. Here are some ideas for you:
1. December can mean a slight slowdown in activity with some clients. Don’t assume this is the case, but there may be an increased opportunity to meet people this month. Take advantage of that.
2. Many people will send holiday cards or messages to their clients. Take advantage of that opportunity.
- Customise messages as much as possible.
- Try to demonstrate a difference … it could be a charitable commitment or something people care about.
- Don’t just send the same old card/message with a bunch of signatures … does anyone pay attention to those?
3. Ask for referrals. People are feeling a little more generous at this time of year, just maybe they will introduce you to another potential customer.
4. Work hard. Many salespeople will be slowing down, so differentiate yourself as a committed professional. People notice.
5. Drop off some special cookies or festive “goodies” at your clients.
6. Be especially nice to the receptionists and executive assistants because they can be great allies. Don’t forget them when you send cards and drop off treats.
7. Make sure your contact lists are up to date. They can be gold in organising your sales activities, and this time of year is a good time to make sure they are complete.
8. Be professional in how you treat people. These are business relationships, and human nature might tempt you to favor those that you like personally more than others … don’t!
9. Look for opportunities to partner with your clients. Join them in serving meals to the needy or visiting kids in hospital, or invite them to join your company in such activities.
10. Look for ways to spread a little good will. You never know who is watching 🙂
“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Maya Angelou
Kevin Dee is founder of Eagle (a Professional Staffing Company)
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