Isn’t it true that we take for granted those who do the most for us? I think many times our client relationships are like our love life. We commit energy, time and thoughtfulness during the dating phase, and when we hook them and “marry” them, we feel as though we can make less of an effort.

When was the last time you thanked your customers? Are you in the habit of sending a thank you note when you win a new account, or when an existing client has awarded you a new project?  If you aren’t, it is an important habit to adopt – a thank you note is the least you can do to let them know that they are appreciated.

If you’d like to go a step further, start a file in your computer. Keep a list of websites and shops who will deliver gifts. When you want to send a token of appreciation, you won’t have to spend countless hours online trying to come up with something clever or meaningful. I keep a file of companies who ship wine, cigars, cookies, cakes or gift baskets including:

• www.redenvelope.com
• www.nonniestraditionals.com
• www.levenger.com
• www.deananddeluca.com
• www.lobstergram.com
• www.tiffany.com

And, when someone sends me a unique gift, I make sure to add the website or shop to my list.

If you want to move to the head of the class, send a thank you note to the company who allowed you into their bid process, but awarded the business to someone else. This is a courtesy and also leaves the door open for future opportunities.

Thank you isn’t just a topic for Miss Manners. If you are in any type of client-facing role, it should be a part of your ongoing relationship with your clients.

Who can you thank today?

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Thank You is a post from: Jane Gentry

If we’ve worked together, you’ve heard me say that facts and data will not be what sways a prospect to your product or service. And yet, that is what many salespeople trot out in their presentations – the facts, the stats, the data, a laundry list of why they are better than their competitor. What sways a prospect to buy your product/service is how they FEEL about your data – and that is why great storytelling is a powerful skill in sales.

To Godin’s point, we’ve already ‘written’ our story for most of the decisions that we make. It (the thing my story is about) will make me look better, smarter, thinner, more successful. Your clients have also developed a story for their problem, it’s solution and the right provider of that solution. A great salesperson ensures that the client’s story and his story are in synch. Three things comes in to play here.

First, do enough great discovery to determine what the prospect’s story is currently. (sounds like an opportunity for another blog)

Secondly, chose the right stories to include in your presentation. The right stories will overcome an objection before the prospect voices it, or enables a prospect to see themselves and their organization being successful with you as their provider. An example: years ago I was presenting for a piece of business. In my first meeting to the headquarters I noticed that the company’s mission statement was all over the building and in every cubicle and office.  When I came back to make my final presentation, I began by telling a short story of my company’s mission, how it how it had evolved and how it was the constitution by which our organization lived. At the end of the presentation, the prospect said to me, “You probably don’t know this, but our corporate mission is an integral part of our culture here; and, one of our policies is to try to find partners with similar values.” Of course, I did know and by beginning the presentation with a story of our own corporate values (all true, by the way), I was sharing with them up front how we were philosophically in synch. It helped the prospect to see me as a partner from the very beginning of my presentation.

And finally, ALWAYS rehearse the story as part of your presentation rehearsal. You are rehearsing, right? The story should be an integrated part of the presentation. And, the story is never the point. The story is a vehicle that helps the prospect see your facts and data as a part of their story. It helps them to connect with you and what you offer.

So, what’s your story?

If you like this blog, forward it to a friend.

What’s Your Story? is a post from: Jane Gentry

In an Aug 24 NY Times article, Alan Deutschman, who wrote a biography of Steve Jobs, was quoted as saying, “The big thing about Steve Jobs is not his genius or his charisma but his extraordinary risk-taking. Apple has been so innovative because Jobs takes major risks, which is rare in corporate America. He doesn’t market-test anything. It’s all his own judgment and perfectionism and gut.”

It seems as though Jobs is today’s Midas, making gold where others couldn’t. But, his secret wasn’t in all of his successes. His secret, was his willingness to step out into the unknown. Where others stuck closely to the shore, Jobs flung himself into the open water.

So, my sales mind is asking, “What can I learn from The Master of success?” Clearly, there is a lot – but three things stand out for me.

• YOU define you. There are plenty of people willing to step up to tell you what is possible and what you are capable of. Give them a smile and a “thank you” for their (usually unsolicited) input and then disregard it.  The Master knows that YOU define you and what you are capable of.
• Failure is the training ground for success. In sales we are judged by our numbers and by our most recent success. This makes it difficult for us to consider our failures anything but failures, and that is a mistake. The Master pays close attention to his failures – he knows they are the coaches of his successes.
• There is risk and there is Risk. Most salespeople are highly risk tolerant – we must be. The Master makes smart, conscious choices about risk – not by asking “what will I lose?”, but by asking “what can be gained?”.

As I type this, I’m smirking a bit because none of this is ‘new’. Any one of you could have written this – it is common sense.

But, The Master made our common sense, his common practice. And that my friend, is why he is The Master.

Steve Jobs – A lesson from The Master is a post from: Jane Gentry