I’ve decided to write ten consecutive posts during ten consecutive business days, each that will offer an idea that salespeople can implement during this weird time. Manufacturer sales professionals will be challenged with travel bans and system integrators will be challenged with their end-users not choosing to see them or not being there at all. So, what can you do?
Idea #3: Call one customer every morning just to offer your help and thank them for their business.
In 1999, I was referred to a realtor that helped me buy my first house. I think he did a pretty good job. Nothing exceptional, but I guess he did his job. However, I referred him to several of my friends over the next few years. Why? Because he called me every two months or so, just to thank me for my business and ask me if he could help me in any way. When I had to move temporarily in 2001, he helped me find a short-term property manager. If he hadn’t retired before I bought my next house in 2007, I would’ve used him again.
Your customers are going through the same type of chaos as you are. Many are under more stress. Call them. Offer your help. Don’t worry about reaching them. Simply call at about 7:50 in the morning, leave them a voicemail, and say this (using the appropriate names): “Hi Jennifer, this is Chris Peterson from Vector Firm. I’m just calling to see if there is anything I can help with during this crazy time. I’m sure you’ve got a million things on your plate, so let me know if I can do anything to help. Thank you again for being a client of ours, and please reach out if I can help.”
Do this every morning before anything else. After a month or so, repeat until we’re done with this mess.
By the way, I don’t think my realtor ever reached me directly, but his voicemails always made me smile.
