As you get ready to celebrate Valentine’s Day, here is a fun piece where you can decide what kind of a Valentine are you when it comes to sales?
Gas station Charmer:
Are you the one screeching into the gas station late on Valentine’s eve grabbing some tired roses and a cheesy, dog-eared Valentine’s card. All guaranteed to make your other half feel an after-thought and an obligation to be joylessly fulfilled.
This is exactly how a customer or prospect feels when you show up for the meeting or call, unprepared, rushed and with your heart not really in it.
Or maybe you are the master Valentine – restaurant booked well in advance, fresh flowers, multiple cards and thoughtful gestures – wooing is your thing but the only problem being the other 364 days you are pretty much checked-out, not paying attention and thinking that your once a year extravaganza will suffice.
Do you pullout all the stops at renewal or annual business review time and try to wow (or woo) your customer with your preparation, flattery and maybe even some gifts but the rest of the year when they want to talk you are quick to forward them to support or slow in your follow-up?
You are so busy chasing new “prospects” you forget about those who came before. You don’t even bother to tell them you moved on and when Valentine’s Day rolls around they are left staring at an empty mailbox and settling in for an evening of watching reruns.
Do you get so consumed by hot new leads that you completely ignore your current book of business? Are you so anxious to move on that you don’t even smoothly transition your customers to account management? Do you just delete or ignore their calls, emails, texts in the hope that they give up?
You may have a host of Valentines but you make each one of them feel like they are the only one. Not just once a year but everyday – no matter what it costs you make sure you are there for everyone and nothing is too much trouble and because of that they forgive you the lack of exclusivity.
You are the salesperson who customers stay with year after year – they know you have a host of other clients to look after but you take care of them whenever they need something and make them feel special with every interaction. Happy, longterm customers are your thing and you love them equally as much as the hot new lead.
So have a great Valentine’s Day & make each day special not just today!