We’re definitely working in a business world with a mantra of, “What can you do for me today?” Yesterday’s good deeds were expected and therefore not counted as exceptional. However, if you perform at a high level, especially in sales, people will notice. When this happens, I advise my clients that it’s essential to seize the opportunity to take note, especially if the kudos are coming from a customer.
Here’s 3 easy steps to take advantage of ‘Evidence’ as a proof source of your sales impact:
- First, it is always nice to let a compliment sink in and enjoy it for a moment.
- Secondly, be sure to thank the person.
- Third (and this is the key part), if the praise came through e-mail or a customer survey, save it. If it was verbal, and the situation warrants, you can ask the person if they would be willing to send you an e-mail or put it in writing.
If you develop this successful habit, over time you will collect an inventory of testimonials that can serve as ‘evidence’ of your experience and expertise. These quotes are powerful when used in proposals, letters, on a web site, during customer reviews, and even on a resume. Always ask permission before sharing any comments publicly.
Sincere compliments are built on a foundation of solid performance over time. Doesn’t it make sense to harvest the rewards of your hard work? Give potential customers the assurance that they can enjoy the same level of dedication and success already experienced by your current customers.
This success habit is nicely summed up in one of my favorite quotes:
“The secret of success of every man (or woman) who has ever been successful – lies in the fact that he (or she) formed the habit of doing things that failures don’t like to do.”
-Albert E.N. Gray, “The Common Denominator of Success”
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