Do you willingly provide customer appreciation?
For most sales a simple “Thank You” is appropriate and everyone appreciates it. But what about more expensive sales – how do you acknowledge those? My rule of thumb is the appreciation should be in alignment with the value of the sale. You might consider:
- email a thank you for attending a one-hour tele-seminar
- Hand write a thank you note for attending an expensive workshop
- Lunch for a company decision maker that led to a sizeable sale
- Basket of delicacies or trays of baked goods for a team effort sale
Last night, I finished delivering the third session of a three-part workshop series. It was hosted by owners of the Pelican Art Gallery in Petaluma. We spoke beforehand about having a celebration at the end of the last evening. They supplied the wine and I baked my favorite brownies – a good time was had by all!
Clients were happy. Through the sessions, we each learned about the other’s business, new ideas are being implemented and referrals are coming.
When you change your mindset to treat everyone through the process, from prospect to actual client, as potential friends, the barriers come down. Relationships build and you close more sales. Of equal importance are the referrals and ability to enjoy the Smooth Sale!
