When was the last time you offered an idea to one of your clients?
Many times (actually too many times) we only offer our ideas when there’s an active order on the table.
When the proverbial meter is running!
Even then, we might only think within the confines of our product or service.
Don’t ever underestimate the power of an idea . . .
Offered with no strings attached!
It has the ability to make your client look like a rock star to their team . . .
And the ability for you to differentiate!
Think I’m kidding?
Ask anyone who does the purchasing on behalf of your company how many ideas they received from their vendors this year.
Calling your client with an idea sounds so much better than “calling to check in”
Wishing you an incredible week ahead!
Paul:
I always like getting these tidbits of wisdom from you, and this is a great one! I often times try to figure out how I can touch base with a customer or prospect again, without “touching base” and the “free idea” concept is a great one! It can also be augmented with “news I just heard” or something of that nature.
Good stuff!
In a recent post, you mentioned about laughing and needing to do it more, sooo…
A salesman, Bob, walks into a clients office for the first time and introduces himself and the client immediately shouts, “get out!”. The salesman tries to continue, “…Mr. Smith I just wanted to introduce myself and…”, Mr. Smith shouts again, “Get out or I’ll have your thrown out!”.
Bob turns to leave and then turns back and says, “I’ll leave but I just want to say one thing, I wish I had 10 customers JUST like you!.” Mr. Smith looks at him questioningly and says, “Ten customers just like me? Are you NUTS!?” Bob says, “No, I’m not nuts, its just that I have 40 more customers that have given me the same reaction and it is really beginning to irritate me!”.
Have a great day!
Paul,
You’ve just described the difference between a relationship and just another sales guy!
Thanks Norm . . . Great point!