The Great Salespeople are Grateful!
November 20, 2018 at 7:00 AM
by Sales Concepts, Inc.
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Hard to believe that here in the United States Thanksgiving is upon us which means we are quickly working our way through November and 2018! Time for some reflection.

It’s often said that to be happy one must be thankful. Well anyone in sales should be thankful for customers. After all, customers provide us with our living. I am sure we are all thankful for our customers on some level, but how do we let them know?

Countless studies have been done on why people lose repeat business and, they seem to agree that over 68% of repeat business is lost because of perceived indifference on the part of the salesperson. Therefore, it becomes critical that we consistently remind our cherished customers how much they mean to us, but how?

Here are seven ways to let your customers know you care:

1. Send them a handwritten card.

These days there is just something special about receiving a handwritten note or card. Take the time to do this to let customers know you truly care. Extra points if you send them a Thank You card for Thanksgiving. Differentiate yourself and be early. Set yourself apart from all the cards they get in December.

2. Take them out for a meal.

Spend time with customers away from the normal grind. You will enjoy their company and learn a great deal about them and their interests.

3. Keep up with their interests.

Let customers know you care. Stay in touch with them regarding their interests. I once had a customer who was a Revolutionary War buff. When I went to Boston for a vacation, I sent him pictures of Paul Revere’s grave and other memorials. He loved them. This simple action forever changed our relationship.

4. Send them relevant stories or articles.

Since you are paying attention to their interest, send links, articles, and news stories related to their interests. Should you come across something in which your customers might have an interest, pass it along or send a picture.

5. Keep in touch with them on a regular basis.

Out of sight, out of mind. Call or email them on a regular basis. LinkedIn is also great for this purpose. Connect with your customers on LinkedIn and be active with them there.

6. Ask for their opinion.

Everyone wants their opinions heard and valued. Listen to what they have to say and then send a “Thank You” note for their thoughts and time.

7. Follow them on social media. Support their posts.

As appropriate, pay attention to what your customers do on social media. Like, share, and comment on their posts. Mention something about it when you speak with them.

8. Always give a little extra.

I know we said seven but here is one extra! Hewlett-Packard used to give out 13″ rulers to their customers. The quote on the ruler said This ruler is just a little longer than most. We put an extra measure of performance into everything we do.

Do the same for your customers.