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We all have great relationships with our clients, but don’t assume they have your phone number memorized.
When you leave a voicemail message asking for a return call, be sure to also leave your phone number....twice.
This makes it easy for them to call you back without having to dig through their rolodex or listen to your message more than once.
I first heard this idea from Joe Vitale and, despite how it sounds, he might just be on to something.
How happy is your dog to see you when you come walking through the door? Wouldn’t you love it if your customers were the same way?
Think about how you treat your dogs: you give them unconditional love, provide for all of their needs, take the time to have some fun with them, and occasionally throw them a bone.
One other thing you do is make sure they never stray out of your yard...keep them happy at home and they’ll not go looking elsewhere for the love they need.
Start treating your customers like dogs and they’ll return the love with loyal, even fanatical devotion to you.
Sign are useful enough tools. They can direct to customer to your location, reinforce an image, or even warn someone who is contemplating activities that are unwise, or even dangerous.
Unfortunately, I noticed a disturbing use of signs in marketing. And while I am sure you would never use signs this way, I feel compelled to share what I discovered.
I was doing a little holiday shopping at one of the major retailers yesterday and noticed a sign placed prominently in front of the shelf display holding a game that’s on my list. Take a look.
At first glance, it might appear this item is “on sale” for a limited time.
But take a look at what I found when I removed the “As Advertised” banner from the shelf.

This price being promoted by the “As Advertised” sign (complete with ‘price good through’ dates) is the regular price. The sign was merely attracting my attention. I almost unwittingly accepted the sign as an indication of a discount.
I think most people are like me and would make the same assumption.
Which means you could use this simple technique to make something regular appear extraordinary.
Except that when the truth is revealed, a wave of resentment and distrust will wash over customers because they were duped (or almost duped) into buying what they thought was a bargain.
So, what is my point?
Use appropriate signs to grab the eyes of prospects, but make sure you don’t create a situation that could lead them to feel they were taken advantage of.
And pay attention when you are doing your holiday shopping!
Let me tell you from experience: it is difficult, if not impossible, to project maximum energy and enthusiasm if your butt is nestled into a comfortable chair.
For over 6 years, I was the top rated morning radio show host in my market and one of the contributing factors to my popularity was the energy and enthusiasm I projected over the airwaves by broadcasting in a standing position.
Think about it. Ever been to a seminar where the keynote speaker was sitting? Have you ever seen a motivational speaker deliver a message from a chair? Even your chosen religious leader delivers sermons while standing.
To get ‘up’, stand up when you make calls and watch your sales go up!
Holiday shopping is in full swing and most stores have aisles packed with customers, long lines at the checkout, and cashiers showing the effects of stress.
While waiting patiently at one store, I heard a cashier greet each person in the line I was standing in with an enthusiastic, “Hi! Welcome to the front of the line! Let’s get you checked out and on your way!”
Did it make the line move faster? No.
Was the experience a little more positive than most? Absolutely!
It really doesn’t take a lot to stand out today in the world of selling, because average salespeople won’t bother with the extras. The key is to give a little bit more service, enthusiasm, and friendliness with every customer interaction.
Give a little bit more each day, and you will be much closer to your next raise, bonus, or big commission check.
Even the most successful sales professional (that's you!) should schedule
time to share with family and friends. So it is with me, as well.
The "Sales Tip of the Day" will resume on Monday, November 26.
During this time, I hope you celebrate the many blessings in life that give us all a reason to be thankful.
Thank you for allowing me to be a part of your successful career. I am most grateful.
Patrick
Yesterday, I spent the morning with a great bunch of people from a local firm that specializes in glass rail systems and skylights. We spent over 3 hours going over ideas, concepts, and strategies for increasing sales.
During the ‘brain drain’ session, we discussed phone techniques, relationship building, exceptional customer service and just plain how to have more fun selling, which always leads to more sales.
One participant asked a great question about how to deal with times when maintaining an upbeat attitude is difficult, whether due to a bad call, a rude prospect, or just a day when you feel down.
I encouraged them to call a friend they can count on to lift their spirits, or take a break and rock out to their favorite music, or pop in a tape of their favorite comedian.
I also suggested they surround themselves with positive people, images, and mementos. A photo on your desk of a friend or a pet or maybe yourself doing something amazing (skydiving? scuba?) could be just the thing to lift your spirits on a less than perfect day.
Then I told them about my secret weapon.
When my 3-year-old nephew was here, his parents taught him to say, “Uncle Pat, you’re the man!!” The way he says it is absolutely precious and I used a digital voice recorder to capture it. Now that sound file is installed in my iPhone so, any time I need a little pick me up, I can play a clip of my nephew telling me that I am “the man!” It makes me laugh and smile every time.
Do you have your own secret weapon?
If not, why not?
If you could remove all the risk of doing business with you, more people would.
Those who provide guarantees, free samples, and other incentives understand they lower the prospects resistance by demonstrating confidence in their goods, products, or services.
You need to sit down today and identify three ways you can remove some risk from what you offer your prospects.
Once identified, implement those risk reducers and you’ll start hearing “yes” more often and more quickly than ever before.
I have noticed something strange in the world of selling the past few years.
Most of the time, when a customer says “thank you”, more often than not the salesperson responds with, “thank YOU.” The emphasis is probably meant to imply something akin to, “oh no, thank you!”
Not long ago, I realized that I was doing the same thing.
So I have really made an effort to replace the worn out “thank you” auto-response with something that is seldom heard these days. Whenever I am thanked, I make it a point to reply with a warm “you are welcome!”
As strange as it seems, people hearing my “you are welcome” usually respond with a pause and a broad smile. Call me crazy, but I think using that simple phrase actually makes buyers feel better about their purchase.
If nothing else, it certainly makes me stand out in the world of selling.
Why don’t you give it a try? Let’s all use “you are welcome” whenever anyone thanks us.
What do you say? Will you join the crusade?
When you receive a call from a friend, it is usually easy to tell what state they are in. You can recognize their mood from their tone. Even though you can’t see them, you know they are happy because you can detect their smile from the sound of their voice.
Guess what? The same thing is going on when you call a prospect or client. They can tell instantly if you are enthusiastic, panicked, in a hurry, or just happy to be speaking with them.
If you can’t bring a genuine smile to your face when you are preparing to call a client, put the phone down until you can. I know some sales professionals who keep a mirror at their desk so they can remind themselves to smile during the call.
Do whatever it takes to make your calling sound friendly, engaging, and upbeat.
Remember: a smile is audible, so let them hear your smile!
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