Tuesday, January 10, 2006

Generate More Sales by Being Nice

by Debbie LaChusa, 10stepmarketing

Let me ask you a few questions.

What do you do in your business to help leave a lasting impression on your prospects and clients?

How do you ensure they'll remember you so when they're ready to buy, they think of you?

What do you do that sets you or your business apart?

After all, there are probably at least several other businesses or people your clients could turn to for the same type of products and services you offer.

What reasons are you giving them to buy from you instead?

I was on the receiving end this past week of some very special treatment by three separate businesses. If further reinforced the value of showing your prospects and clients how much you appreciate them. And, treating your best clients like VIPs.

And, the best part is, all three were a total surprise. (That's a hint: if your prospect or client doesn't expect it, they value it, and you, even more!)

The First Incident

I went to pickup my mail last week and there was a note in my box indicating I had received a package - a package that was too big to fit in my mailbox. I took the little red slip of paper up to the counter to redeem it for my package.

Inside I was feeling giddy. Even as an adult, I LOVE getting packages! Who doesn't?! Especially when I'm thinking ... I didn't order anything ... I'm not expecting a package ... I wonder who sent me a package!?

When I received the package it was a small brown box and the return address said Ezine Articles. If you've been reading The 10stepmarketing Ezine for awhile or you've taken one of my teleclasses or seminars, you probably know I'm an expert author for Ezine Articles.

I wondered two things: why are they sending me a package, and what could it be?

When I opened it I found an "I Love (with a heart, not the word 'love') Ezine Articles" coffee mug, a packet of coffee and a note saying I was one of 250 out of 14,000+ authors to receive this gift.

Boy did I feel special!

None of the other article marketing sites I post to have ever sent me a gift. In fact, they probably don't even know who I am. But Ezine Articles made me feel important - like my articles matter to them. And, you can bet they'll stay at the top of my list for sites to post articles to. Plus, I'm telling you about them!

Is there a way you can make your very best clients, or even your prospects or subscribers feel special like this? To leave a lasting impression the way Ezine Articles left on me? To get your clients talking about you to their friends and colleagues? It could go a long way toward turning your clients into raving fans and generating more business.

The Second Incident

But that wasn't all that happened last week. Nope, it actually happened again!

My bookkeeper comes into the office once a month. When she showed up this month, she had a big package in her hand. She gave it to me and said "This is for you."

When I looked at her a little cock-eyed and confused, she replied "It's a little thank you for the referral you gave me last month."

Then, I remembered I had referred her to a friend who was looking for a bookkeeper and was having a hard time finding someone reliable and affordable.

When I gave the referral I was not expecting anything in return. I was only trying to help out a friend and help my bookkeeper get a new client.

Well, I love my bookkeeper, but guess what? I love her more now! Not because she gave me a gift, but because she recognized the value and importance of our relationship and she honored the fact I had referred her to someone else. Plus, she gave me chocolate!

But that's not all ... The Third Incident

I also received a wonderful surprise bonus from a company I've been working with for the past three years. Not only did they invite me and my family to a wonderful holiday party, they also gave me a totally unexpected cash bonus. How nice was that?! Especially at this time of year!

Believe me, I was smiling big time! Why? Because they didn't have to do it, and they did. So I know they really care.

All of these are examples of what I call "Relationship Marketing."

These examples involve gifts and you may not be in a position to spend money on gifts. I encourage you to consider what else you can do for your best clients to make them feel like VIPs. I can just about guarantee whatever you spend, whether it's time or money, it will come back to you big time!

Relationship marketing and cultivating referrals are two of the topics covered in The 10stepmarketing System. Both are winning marketing strategies that go a long way to separate your business from the pack and make sure you leave a lasting impression.

(C) 2006 Debbie LaChusa

About the Author
Debbie LaChusa created The 10stepmarketing System to make marketing your own business as simple as answering 10 questions. Learn more about this unique, step-by-step system and get a free 10-week Marketing E-Course when you subscribe to the free, weekly 10stepmarketing Ezine at http://www.10stepmarketing.com

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1 Comments:

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