Written by Sean McPheat |
It’s my birthday soon, and I know I’m going to get a few cards. Every one of them is received with a big smile and lots of appreciation. Why? Because I know how important personal contact is. And I feel good that someone has thought about me!
How do you feel when you get a personal card? You know, you can set yourself apart from the crowd and make a huge difference in your reputation with your clients. How? Read on!
How long have you been selling? Five years? Five years in November? How would you feel if you got a card from a business friend of yours that said, in his neatest handwriting, “Congratulations on your 5th anniversary in sales.”
Probably pretty good. How would you feel about the person who sent you this thoughtful card? Probably pretty good.
What would sending this card say about the person who sent the card to you? Well, it might say he was thoughtful and professional and that he cared enough about you to send a card.
How can you make your prospect think more of you and less of your competitor?
Here’s a plan you can use with prospects. Whenever you meet someone for the first time ask them, “How long have you been here?”
If they say, “7 years” confirm the exact year and then ask “Which month did you start?” Everybody knows the answer to that!
Make a note on your Outlook or Lotus calendar or in your diary, and put it under recurring for every year.
Imagine that your prospect hasn’t given you any business yet. In November of this year, they get a card saying
“Congratulations on your 7th anniversary in engineering”
How will he feel? He will feel good about the card and probably will feel even better about you. Now get this – you’ve known the prospect for no time at all and you send him a personal anniversary card.
His current supplier has been selling to this prospect for 7 years. Do you think he might wonder why he didn’t get a card from his current supplier?
Try it a few times. How many of your competitors send anniversary cards to their clients, never mind their prospects? You will be known as special, different and worth remembering. And that can only be good for business!
Before I sign off, here are some more tips on becoming a great sales person:
Originally published: 22 September, 2010
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