Looking for ways to find easier sales to close? Are you feeling blue from all those cold calls? Then why not “warm up” your clients and strengthen your customer relationships? Sales professionals earn respect by being competent and experts in their field, but respect plus being liked by your clients will result in an endless stream of referrals and a potential for exponential sales growth.

“Well, I know my product, but I’m not the most outgoing person in the world. What can I do to get to know my clients more on a personal level?” You may think to yourself.

One way is to give something without asking for anything in return and in the process learn important information about your clients as people.  Be ready with at least one piece of valuable information to improve your clients’ lives.  Send out a monthly or quarterly e-zine or newsletter with FREE and beneficial information whether you are in the real estate business, accounting, law, construction, landscaping, etc. Do things that no one else would do and do them well!

The second part is to send out inexpensive but quality gifts they will like. They can be something personal to your clients’ hobbies, family or job or just something they would enjoy and be grateful to you for going out of your way to do. Other gratifying business gifts that are inexpensive and that can be produced in mass are certain desserts and candy. There are many different kinds of cookies that are easy to pack for delivery or drop off, as well as chocolate covered pretzel rods, chocolate covered crisped rice treats to mention a few. For your truly special clients you could choose from many easy recipes for cake or pie. Learn which sweets your customers like best and they will appreciate your efforts. Try to stay away from recipes that ask for nuts since some people are allergic to them, unless you know for certain they don’t have any nut allergies. Drop in a list of the ingredients to be safe. Of course you do NOT need to make the gifts yourself, you could order them online and have them delivered~Of course if you are “kitchen-challenged” then you could order the gifts online and have them delivered}~{Of course you do NOT need to make the gifts yourself, you could order them online and have them delivered}~Of course if you are “kitchen-challenged” then you could order the gifts online and have them delivered}.

“When’s a great time to give gifts to my clients?”?” You wonder.

Very good question! You should know your client and train yourself to master the art of conversation. Learn about your clients’ lives and their families. Through the course of your conversation take mental notes of special occasions or anything they are proud of. Then create an organized system in which to remember each of your client’s unique moments or achievements.

Here is a list of 10 ½ Great Occasions in which to give your clients gifts:

  1. Congratulations on their birthdays or
  2. Their children’s birthdays
  3. Milestone wedding anniversaries
  4. Milestone anniversary for a positive moment they experienced that was in the news
  5. Wish them “Bon Voyage” for their Out-of-State Family Reunion
  6. Recognize them for company awards they’ve won
  7. Their children have earned
  8. Birth of a new child
  9. Retirement
  10. For becoming the coach of their child’s soccer team

And finally…

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10 ½  Reward them for milestone referrals they give you

As you come up with your own occasions just simply think about moments, events or achievements for which they would be proud of themselves.

 







Related posts:

  1. How Well Do You Know Your Clients?