How to Be Remarkable in Sales
Apr 26
A couple of days ago, I was speaking to a future guest for my “How to Succeed in Sales” podcast series and one of his strategies is to do something remarkable for one client every week.
Here’s an example…
One of his clients is from Germany so Mike went to local market and found bought six bottles of premium German beer and hand delivered them to his client.
This approach has helped Mike stand out from his competition and develop a stronger, more powerful relationship with his customers.
On the surface it seems easy to do. However, the execution is a bit more difficult.
First, you need personal insights into each customer.
You need to know them at a personal level, not just business and this knowledge and insight takes time to develop. You need to carefully listen to people every single time you have a conversation with them. And you need to take notes so you don’t forget these insights.
Every client must be treated individually.
You can’t photocopy 100 copies of an article and send it to your entire customer base and expect incredible results. Every action must be individualized for each client or customer.
That’s why Mike only focuses on doing something remarkable act for one client each week.
You need to be selective.
This act of remarkability is not something you do for every customer in your database. You need to carefully choose your best customers or people who have the potential to grow into better customers. This will cost you some money so you want to make sure the investment is directed towards people who deserve it.
You also need to be creative.
Doing something remarkable requires some brain energy and creativity. Whatever action you take has to stand out for your client and demonstrate that you put some serious thought into it.
It must become a priority.
Most of the sales people I talk to are busy, busy, busy. Most of them don’t have enough hours in the day to get everything done (just like their customers and prospects). So, in order to execute this act of being remarkable, you MUST schedule it and make it a priority.
The challenge for many sales people is that they want an instant result. Immediate gratification. A quick and fast outcome.
Unfortunately, being remarkable is not a fast-growth strategy. However, it will separate you from your competition and solidify your relationship with your customers. In turn, it will help prevent your more aggressive competitors from squeezing you out.
What about you? What do you think of this concept? What act of remarkability have you taken with a client? Please feel free to add your thoughts in the comments section.
BTW: Mike will be sharing his sales success secrets later this year. In the meantime, feel free to visit his blog.
In case you didn’t know, I speak at conferences, sales meetings and other related events. From a short break-out session, to a keynote presentation, to a full-day (or longer) workshop, I can help you achieve great results at your next function. Drop me a line or give me a shout: 905-633-7750.
Kelley,
Thanks for the shout out! Great post on the fact that we can always find the time to be remarkable…we just have to schedule the time and do it!
Looking forward to the interview. Mike
You’re absolutely right Mike…it is something that we need to plot into our schedule and calendar.
Great post! I’m always looking for ways to stay top of mind with my clients and referral network. I like the idea of doing something remarkable for one person each week.
Hey Sandy, it’s a simple concept but one that takes effort and focus to execute. Hope it works for you.
It’s quite common place over here in the UK to take some chocolates, doughnuts, cookies, etc to a client now and then, but it’s all too easy to fall in to the trap of making it repetitive. If you do the same thing all the time, you client expects it. It is then no longer special.
Sometimes, it doesn’t even have to be a physical act either. I recently called up one of my clients to check up on how his daughter was doing (after he’d previously told me she was having health issues).
We discussed it, and afterwards he thanked me… he also told me that nobody else had made that call and that’s what set me apart from my competition.