Dan Ginnaty, of Flooring America, based in Great Falls, Montana, read the story in John David Mann’s and my book, “Go-Givers Sell More,” about Marie Jakubiak, the owner of a Birmingham, Michigan-based CPA firm.
When welcoming new clients, Marie communicates her appreciation by highlighting their name on a sign surrounded by flowers in the reception area. How could a flooring company emulate that, especially when so many people come in without appointments?
Thinking creatively, Dan saw how he could use that type of welcome, sans flowers, in order to encourage people to make appointments. The first few people who set appointments were greeted by a sign welcoming them by name.