The Best Thing a Customer Can Say to You
Were you invited to a customer’s Christmas party this past year? Ever been to a client’s wedding or birthday party? Both are signs of a great relationship and a worthy goal for any print sales rep. But neither is the preeminent compliment that your ears should long to hear.
Certainly, the phrase “Thank you for a job well done.” crosses the lips of the buyer about as often as “We appreciate your business.” crosses those of a seller. And shame on us all for that. But while thanks are nice, Letterman would have it second or third on a list of “Top Ten words to aim for.”
“Great job?” Nope.
“You guys rock!” Uh-uh!
“Nice shoes!” Um…no.
The best thing a customer can say to you is, “OMG! Are we your only customer?”
What would it take for you to hear those words? How hard would you have to work? How far would you have to go? And perhaps the biggest question of all: Are you willing to put in the effort?
Write this phrase down—“Are we your only customer?”—and stick it on a wall somewhere near your phone. Print it on top on the pad of paper you bring in to sales calls. Make it your goal to commit to hearing it multiple times during 2011 and then set out to earn the compliment. It is a goal unlike any other and worthy of your effort.
Your extra effort.
Join Bill and fellow PI World blogger Kelly Mallozzi to kick off 2011 with a Printing Impressions Webinar: “Double Your Print Sales in 2011.” Click here for more information.
Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at firstname.lastname@example.org or (781) 934-7036 to discuss your sales challenges.