Too many salespeople find themselves running on fumes when it comes to prospects. One life insurance salesperson who was in the business for 30 years told me, “I get up every morning and ask myself the same question: ‘Who am I going to talk to today?’”
He’s far from alone.
Closing sales is the goal, but that takes keeping the prospect tank full of gas. So, what can you do about it?
If you go to the supermarket, there’s someone giving away free samples. If you watch what’s going on, some of those taking samples buy the product, It’s the same with sales.
When you do something nice for prospects and customers, they want to return the favor.
Here are 17 ideas for getting a positive response from customers and prospects:
1. Send a $5 coffee gift card.
It can create a feeling of obligation. Here’s an example. Attach a note: Sorry we couldn’t get together for coffee as planned. Will call you and arrange a time to meet. Be sure to keep some gift cards handy.
2. Thanks for your complaint.
When something goes wrong (and it always does), don’t be defensive. Surprise the customer by taking ownership. It creates an opportunity for a conversation, resolving a problem, and turning an unhappy customer into an advocate.
3. We appreciate your help.
When someone does something nice for you, say so. For example, your message might go something like this: “Thank you for thinking of us. We want you to know how much we appreciate your referrals.”
4. Thank you for your business.
This is so basic it shouldn’t be necessary to mention it, but online retailers have raised the bar; they know the value of showing their appreciation instantly. Here’s the point: when people spend their money, they like being noticed.
5. After the sale gift.
When consumers make a significant purchase, they’re excited and proud because it’s the result of thought and planning, sometimes for years. It may be a major home improvement, a vehicle, or a new house. Sending an appropriate gift creates enormous good will, which can result not only in future business but also in referrals.
6. Ask for help.
Often times, customer can have an “after-the-sale” let down. Help avoid it from happening by asking for their help. After letting them know how much you appreciate their business, ask for their help. “I want to do my best for my customers. I would value your opinion of what I can do to improve serving them.”