Oh no not a salesman I hear you say to yourself! Joe wasn’t your average salesman though, which you will very much see if you read this or any other of his books. The one thing that comes across about Joe is the fact that he genuinely cared and appreciated everyone he met through his work which is something many salesman overlook. The principles in his books can, very much, be applied to any industry not just car sales.
The key to his success was that he saw early on in his car sales career the long term benefit of appreciating every one of his contacts and built and maintained relationships with those people over time. Joe would send 13 greeting cards to all his prospects and clients every year. One every month and one for Christmas hand written by himself. By keeping in touch on a regular basis he ensured that when his contacts, or someone they knew, needed to buy a car he was always the first person they thought of. At the end of his selling career he found himself in the position where people would cue at his desk in order to purchase a car, a position many small business owners would love to be in.
How did he do this I hear you ask?
By keeping in touch with people on a regular basis by sending them:
Thank You notes
Birthday and anniversary cards
News and information that would be beneficial to them
You will find that most, if not all, Relationship Marketing strategies are successful due to consistency over months/years, and what Joe did with his prospects and customers is a prime example as to how keeping in touch can pay dividends for your business. Every business needs this type of strategy in place.
This is what I really enjoy about my business, helping small business owners set-up this type of campaign and hear their reports of the benefits they see to their business when prospects and customers start contacting them instead of it being the other way round.
If you would like any help please get in touch for a free consultation, when I will do all I can to help.
Challenge Definition: Something that by its character or nature serves as a call to battle, contest, special effort, etc.
So what is the 30 Day Relationship Marketing Challenge for Business all about?
By building stronger relationships and making your customers feel appreciated you will ensure that they become your customers, not for just a one-off sale, but for life. They will consistently send their friends and family to you – referrals that cost you nothing! The easiest and least expensive customers come from referrals and repeat business. Most business owners and professionals miss this and spend too much time and money battling for new “cold” prospects.
Remember, the top reason customers stop doing business with you is often due to perceived indifference and feeling taken for granted. If your customers don’t hear from you how they will know you are with the same company or that the company is still in business! The Challenge will ensure that you keep in touch with your business connections, on a regular basis, so this does not happen.
People do business with people they know, like and trust… and REMEMBER – ifthey don’t remember you it doesn’t matter how much they know, like and trust you!
The biggest secret:
People want to know that you are thinking of them without always selling them something! This is the heart of relationship/appreciation marketing.
Keep in contact with your customers WITHOUT mention of your latest sale, offer or product and watch your relationships grow and your referrals double!
People often wonder how top salesmen achieve such high sales figures. It is due to many of them having this type of follow-up system in place.
How you can benefit from this Challenge:
If you’re running a small business from home this can sometimes be quite a solitary experience. You will benefit from connecting with other business owners/professionals forming new friendships, in niches that you might not previously have come across, which can be extremely educational and interesting.
When you put a good follow-up strategy in place it becomes second nature and becomes part of your daily working routine.
When you start receiving positive feed-back from business contacts that you have re-connected with you will get a complete ‘buzz’ out of it.
Through connecting with other business owners you will be able to network, support and share what their experiences are, throughout the Challenge, with helpful insights into what works well and what doesn’t work so well for them, in their businesses.
You will gain more repeat business and referrals all of which are FREE!
By concentrating more on forging stronger relationships, with your existing clients, you may find yourself in the position of not having the need to continually go out looking for new business.
Who’s this Challenge NOT for:
Those who aren’t prepared to seriously analyse the current actions they are taking in their business to keep in touch with their contacts, and be prepared to make a change, if appropriate.
Those who aren’t prepared to dedicate some time to fostering good business relationships over the next 12 months. There is no short-term fix, customer relationships are built over time.
If you don’t like being accountable in group situations and don’t like sharing your successes/failures, then this really isn’t for you.
If you believe that every contact you make with a customer needs to be sales related, i.e. plugging your latest product.
You’ve read all the pros and cons of The Challenge and you’re still interested in taking just 30 minutes out of your day, for the next 30 days, to transform your business by keeping in touch with those who need to hear from you – all for FREE – join here: