Last week, I did a speech with 100 or so business owners and their top sales staff in the audience. During the portion of my session on the importance of being present with customers and showing them you care, an audience member raised his hand and stated the following:
“People have different strengths and weaknesses, and personality profiles, so this is not for everybody.”
First, he has never tried the work, but is arguing with me — I see all of my clients do this successfully every day — that this won’t work. Henry Ford said “Whether you think you can, or you think you can’t, you’re right.” This person thinks he can’t — it won’t work! — and he will be exactly right. If, on the other hand, he looked for ways that this would work for him, he would also be correct.
My answer to him was that he was overcomplicating it.
It’s all quite simple:
Just let people know what else they can buy from you.
Just ask for the business.
Just ask what else your customer is buying elsewhere that you can help with.
Just ask for referrals.
Just pick up the phone and make a proactive call to somebody you haven’t talked to in a while. Catch up with them!
If you’re afraid you won’t, write out the language, print it, tape it to your monitor, and read it.
Strengths and weaknesses don’t matter here. Be friendly. Care. Be present. Show your customers you are thinking about them. The competition is not doing this. Let them worry about personality profiles.
You just help the customer.
That’s how simple this is.
They’ll thank you with their money.
To systematize this kind of simple revenue growth communication at your company, call me directly at 847-459-6322, or simply reply to this email.
I'm a market strategist, consultant, coach and speaker for product and services companies that are looking for dramatic growth and increased revenues.
My clients include Fortune 500 firms like Amazon and Sprint - as well as publicly traded companies like Logitech, TiVo, Virgin Mobile and Yelp.