|
|
www.butlerlearning.com info@butlerlearningsystems.com
Greetings Sales Professionals,
Since this is our last tip of the month for 2011, I felt it best to focus on relationships; the heart of every sale. So
many sales reps use this time of the year to drop off advertising specialties, holidays cards and plenty of holiday
treats for their key accounts and contacts. This being said, does all of this really help? Yes, No, Maybe? Granted,
we've known our customers for years and have enjoyed our relationships with them. It's great to offer and say
"thanks" with gifts, trinkets and cookies, but what does it really take today? How can you improve your relationships
with your customers? For the last 20 years I always went to Cy, the barber, to get my haircut. Every year Cy made
his homemade salami and gave a roll to his preferred clients during the holidays. Cy would start right after
Thanksgiving preparing and curing the salami. He went through his preparation meticulously, never wavering from
the original formula. He spent long hours, every year preparing and making his homemade salami and was proud
to share his success with an "inner circle" of customers. I remember when Cy presented his first roll of salami to
me. Yes, indeed it was a presentation right down to each roll that was marked with an inventory number. I didn't
have the heart to tell him that when I tried his salami at home, Maggie, my golden retriever, got ahold of it and
devoured Cy's salami in two bites! For the next 10 years I made sure I got the salami and not Maggie.
Building relationships is an evolving process and it takes time. Time is such a precious commodity today. Once
it's lost or passed, it's gone forever. The best way I know to impact the relationship is to spend time with your
customers, or at least take the time while you're with them. Take the time to ask about family, interests and
hobbies and remember what is said. Take the time to make your favorite dip or snack to share. Take the time to
create a video Christmas card, instead of just sending out cards to everybody. Take the time to bake your favorite
cookies, pastries and candy to offer as thanks to your customers. Take the time to drop in on your key accounts
just to say "THANKS" and show appreciation with a personalized approach to each one. Are you willing to invest in
the time and thought for your customers? Remember, it takes time...so plan it out!
All of us at BLS thank all of you for your time and trust in us. We extend our gratitude and warm holiday wishes to
all of you and your families during this holiday season. We look forward to serving you and spending time together
in 2012. Be strong, stay well and sell often!
Season Greetings from BLS,
Bob, Kim, Rob, Angie, Scott and Andy
Send your information, ideas, thoughts and suggestions for monthly
sales tips to info@butlerlearningsystems.com
Butler Learning Systems ~ 1325 W. Dorothy Lane ~ Dayton, OH 45409
Phone: 888-298-7462 ~ Fax: 866-298-5022
www.butlerlearning.com ~ info@butlerlearningsystems.com
|
|
