It pays to be the last one standing
Business“No matter what you’re trying to accomplish, hold a firm belief in your ideas, put as much energy into them, and be willing to put up with any indignities that may result. Being a mover and shaker in (any) profession means sticking to one idea or system longer than anyone.” Unknown author
Or as I like to say, “It pays to be the last one standing.” This mantra has helped me tremendously in both my sales and speaking career. No matter what business you’re in, persistence, kindness, and gratitude pay off.
Persistence: Here are the stats: 44% of salespeople give up after a “no”; 22% give up after two, 14% give up after three, and 12% give up after four. However, most prospects say “no” four times before saying “yes.” It is the fifth question that receives the order. To persist!
A great way to keep in touch is to have some sort of regular newsletter or correspondence. When I was in the welding industry, I created a print newsletter that I wrote, stapled, stamped, and mailed out every month. While in medical sales. I switched to a monthly email newsletter. I now send a short and inspiring weekly message known as “Gratitude Thought for the Week.” By providing weekly content, I am only one “answer” away from connecting with my customers and I can hear from them, without having to chase them, when they read something that resonates with them.
Kindness: Add value to your prospects and customers. Just because you need four “no’s” before your “yes” doesn’t mean every call should be just to get the order. Find out what YOU can do to make your prospect’s life a little easier.
To be considered Top of Mind for your clients, they must also be Top of Mind for you. In other words, look for ways that you can provide service, without always having the sale as the end goal. When you see an article that you think your customer will find useful, email it to them, even if you’re not the author. If you can’t help your customer, but you have a competitor who can, why not refer that customer to someone who can get what they need? After all, there is more than enough business for all of us, and when we help a client, at the expense of our own good, they remember it.
Gratitude: Be sure to express your appreciation on every sales call. each order. each reference. What is recognized is repeated, so thank you soon and often. Be specific, be sincere, and you will be successful.
Thank customers in a variety of ways. A handwritten thank you note is particularly effective since they are so rare. The funny thing is that everyone knows the value of a handwritten note, but not many people make the effort to send one. Keep a stack of thank you notes, a pen, and stamps in your car. Right after every sale, show, or visit, write the thank you note while you’re still in the parking lot and put it in the next mailbox you come across. The meeting will still be fresh in your mind, and the client will be impressed when they receive your note the next day.
have fun,
smooth
Thank you for taking the time to read this article. I would love to hear your feedback, ideas and feedback on your experiences with appreciation. You mean the world to me and I appreciate you!