posted for Business Alaska on LinkedIn, June 24, 2009
When was the last time you called one of your clients just to say hi? I admit, I am not the best at this process, but recently, I have noticed more than ever just how important a "touch" is.
My clients are constantly being rang by people from all different backgrounds selling them all sorts of stuff. Media calls are the WORST, so when I am able to help someone with my stations, I gotta stay above the rest. That means picking up the phone and just saying hi.
It's important to feel important, and the most important people in our business is our customers or clients.
If you feel funny or don't know what to talk about, here is an easy acronym to remember: FORD
F- Family- Everyone likes to boast about their kids' new talent, or their hubby's new job. Make notes with names of family members so you can ask them about the new changes in their life next time. Remember to ask about their pets!
O- Opportunities- What opportunities have been presented to your clients since you last spoke? Try to stay away from hard business, though sometimes this is a good place to uncover what your competition is doing (but only if the customer brings it up.) Remember this is a "touch" call, not a sales call. You can set that up at the end of the conversation!
R- Realizations- Has your client had any "ah-ha!" moments with their business or personally recently? How exciting to share with someone your "ah-ha" moments! Try to relate with their discovery by sharing something about you, too.
D- Dreams- What do your clients dream of? A paradise vacation? A new car? A weekend without the kids? This is an opportunity for you to use your personal network to help your clients' dreams come true. Introduce them to your travel agent, or send them an article you read on the latest car models, or suggest your favorite hotel or restaurant for a night out.
Be genuine. Take notes. Listen. Your clients will appreciate your special touch.
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