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It's The Gift That Counts!
In
the movie Finding Forrester, Sean Connery (Forrester) tells Rob
Brown (Jamal) that "Love is an unexpected gift at an unexpected
time". Being the Casanova that I am (see picture above but
don't laugh) I walked into a flower shop wanting to buy my wife
one red rose that would turn into an unexpected gift at
an unexpected time.
To my surprise, the lady, I think she was the owner, said "We
do not sell individual flowers, but here..." Then she pulled
a beautiful long stem red rose from a vase and handed it to me.
I asked her how much and she said "no charge". My immediate
and most heartfelt response was "I won't forget this and I'll
be back".
Guess what? I've been back and not just for one rose. From now on
if you ask me if I know any good flower shops my answer will be
"yes", call Aba
Flowers.
Sometimes a gift at the right time makes all the difference in the
world to a client or a prospect. It did to me; I now know
a flower shop.
We get caught up in the "Where's the money" or "Can
the client afford us?" type of questioning that sometimes we
loose sight of the big picture. We are in business because we can
solve a need or desire. Solving needs and desires are the reasons
we sell what we sell. Aba Flowers solved my desire to be romantic
toward my wife and in the process gained my loyalty at the price
of one rose. Powerful, isn't it?
Here are some ways your company can give a little to your customers
and get their loyalty in return:
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If
they buy a product from you, add supporting peripherals to the
purchase and let them know they are a gift. It's important to
let them know they are a gift so there is value assigned, otherwise
customers just might think it comes with the purchase. Make
sure you send them the gift after purchase this gives the gift
the "oh, they remember me" effect. And by the way,
remind them where they can buy more. |
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If
they purchase a service from you, deliver more than what was
arranged and let them know that it is your way of saying thanks.
Again, the same idea as above. |
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Don't
let the opportunity pass you by. If you encounter a situation
were you may be of assistance, do it. Even if it does not mean
billing. Life has a way of giving back to those who give. People
don't forget those who have helped, especially in tough times.
Need a flower shop? |
In
the spirit of things, I'll make you an offer. If you are thinking
about setting up an eNewsletter program, I'll give you an hour of
free consulting to help you get started. If you are interested email
me, deal?
Remember, use your eNewsletter as tool to help, service, give and
advice your clients. Approach sales with an honest desire to
help out your customers and you'll never have to worry about prospects.
They'll be referred to you by those you have helped, your clients.
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Bottom Line:
It's
not always about the money. Sometimes, you give a little and
unexpectedly get a lot. Be there to help your customers first
and think about the dollars second, but not the other way
around.
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Think
I'm soft and the game of sales is dog-eat-dog? Let me know. Just
reply with your comments.
If
you liked the article so will your friends.[forward-Go on, click here, to send it to a friend.]
To my readers, friends and dear clients:
I wish you, from the bottom of my heart, a wonderful holiday break
and a happy and profitable 2005!
Marcos J. Menendez
Loop Consulting Group- making eNewsletters for our clients
that give a little and get a lot.
P.S. Don't forget to rate this article using the
box on the left hand margin. |
