HAVE A CIGAR

Want to be memorable to your customer or prospect? Make a memory by congratulating them upon the successes, accomplishments, or events that merit commemoration.

See a notice about them receiving an award or recognition? Drop in for a quick visit and to say, “have a cigar” or “here’s a bottle of champagne to celebrate with” (but only if you know they enjoy either of these), or some other appropriate token of esteem.

If you see them featured in a news story (newspaper, magazine, trade paper, or online versions), make sure to send a copy to them and tell them how happy you are to read about them. [Believe it or not, I still have a card from my bank at the time who used this technique to congratulate me on my election....to Junior Class Treasurer in High School!] You’ll get extra points if you get the article matted and framed, then present it to them.

When you take the time to acknowledge the milestones in someone else’s life, you set yourself apart from the average salesperson.