Lost Your Marbles, Renee?

You may be wondering if I have completely gone over the edge on this one. After all, when was the last time you heard the name "Paul Anka" (and if you know who he is, you are showing your age), if you don't know who he is, Google him after you read about his "bra".

 

What does this have to do with sales? Well, if I have to point it out to you, than you need a lesson in value selling. After all, here was Joe, who just paid a premium price for his car, and the salesperson was simply adding value to the sale! Whether the bra was once a possession of Paul Anka's or not, the reality is, Joe felt he was getting a deal. So much so that 20 years later, he even brought it up on national television. Oh, I'll be the emails were coming into his show today!

 

What kind of "bras" are you adding when your customers buy from you? Here are a few ideas to  let your customer know that you love 'em (just so you know, I am keeping this clean, AND keeping it legal):

 

First, there is always the obvious. Some extra consulting time, a few hours of training, an extra box of a product, complimentary shipping...those are all hard costs. However, there is much you can do to personalize the value-add. 

Focus on News: Provide your customer with some industry-related news, or even an article of interest  that is not business-related. It could have to do with a hobby, a vacation destination, or favorite type of food. Let your customer know you are thinking of him/her all during your transactions. Just a bit ago, for example, I sent a client a list of behavioral questions she can use as they are recruiting new salespeople.

 

Send a thank you note: Just sit down, get a pen out and actually write a note! This small personal touch makes a world of difference when everyone is glued to a keyboard. Try it,a and you'll find it isn't painful, and your customers will love you for being thoughtful.

 

Invite your customer: Perhaps you have tickets to the big game, the opera, or even a stimulating seminar, don't be afraid to ask your customer to join you. People like to feel that they are important and what better way to make them feel that way than to extend an invitation. (Just make sure you don't talk all business when you are together.)

 

Send your customer some business: If you are constantly on the look out for how you can help your customers grow their business, this is a great way to start! Send a lead over to your customer and watch your stock go up!

 

So there you have your tips for today. Just remember, that if you want to add value, consider throwing Paul Anka's "bra" in the deal!

 

(c) Renee Walkup, SalesPEAK, 678 587-9911 www.salespeak.com