"As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them."
John F. Kennedy
According to Jack Canfield, in The Success Principles, “A state of appreciation is one of the highest vibrational emotional states possible.”
What concerns me, while appreciation is a wonderful thing to receive, how often do we give it back to others and practice it ourselves?
Appreciation, it generates a feeling of self-worth and creates a human connection. It encourages us towards even more collaborative relationships. As a leader, it's so important to give appreciation because it enhances self-esteem for both you, the giver and your sales team, the receivers.
I'm a bit curious, when's the last time you looked each and every one of your salespeople in the eye and with sincerity said, "Thank you for the work you're doing, I appreciate you?"
Imagine for just a moment, the message this sends to your team. Now, let's transfer this over to them and imagine what would happen if they looked each and every one of your client's in the eye and with sincerity said, "Thank you for your business and allowing me to serve you, I sure do appreciate you."
Showing appreciation... it's about investing time, energy, love and caring for your clients.
Hey sales leaders... if you find it difficult to show your team how much you appreciate them then for a moment think about how they're treating your clients?
When I say appreciation, I'm not referring to sales incentives, dinners, sporting events, month end bonuses or even gift cards... I'm talking about the power of a genuine THANK YOU, I SURE DO APPRECIATE YOU!
Here's a little secret... are you ready? The key to your team's growth in 2020 and beyond is through them showing appreciation towards your clients.
APPRECIATION, THE SECRET SAUCE
It costs at least five times as much to acquire a new customer as it does to retain an existing one. Then, how about focusing on retention strategies, not just sales, as an effective way to drive revenue growth?
The keys to client retention are showing you appreciate them while creating memorable experiences. To do this, your team with sincerity, substance and heart must ensure that every interaction with your clients surpasses their expectations.
If you want your clients to continue to spend money with your company, as well as recommending your company to others, it’s a good idea to show how much you appreciate your clientele.
Stop delivering ho-hum experiences and expecting your clients to continue doing business with you!
Wouldn't you agree, everyone likes to feel valued? Your client's are no different. When it comes to client appreciation, sincerity supersedes gimmicks. Client appreciation must be driven by a genuine and sincere desire to please.
Real and down-to-earth appreciation is about truly caring for your clients. It's a sign of genuine gratitude for their business.
PLACE YOUR CLIENTS AT THE FOREFRONT
Are your clients at the HEART of everything you do?
I'm sure you work hard every day to provide great customer service, but I am asking you now to think about creating an outstanding and consistent experience.
Showing appreciation, many find it requires great diligence and commitment to cultivate a persistent attitude of appreciation.
I'm going to challenge you and your team to kick it up a notch. Appreciation can really go a long way when you put some thought, extra time and effort into it.
How your clients feel about your salespeople and their willingness to continue doing business with them are closely related. In your client's eyes it’s all about them. If they feel valued and are treated with care and attention, aren't they more likely to become loyal?
Appreciation, this is something that takes practice, consistency and the true understanding of people. Meaningful and credible relationships do matter. Integrating the use of SendOutCards is hands down how you ratchet up relationship building and appreciation. This is how you create an emotional one-on-one connection and a memorable experience. I guarantee a personalized card and tugging on one's heart strings, the card will never been thrown away.
A true human connection lives beyond surface level.
Discover what really matters to someone and strengthen your relationship with them.
Here's an example...
LISTENING, YOUR CLIENTS WILL APPRECIATE IT
Truly listen and show genuine concern and interest towards your clients. Listening, it's the key to creating the WOW factor.
We live in a world of attention deficit disorder. No one has the time to listen.
How many sales reps are patient enough to sit back, ask questions and then really listen?
One of the most powerful things your salespeople can do is listen. What concerns me the most, is how many listen just long enough and then immediately jump right into sales pitch mode the moment they uncover a pain point.
"What would it look like if we simply listened to learn about our clients business?"
Listening to learn... I believe this drives trust while also allowing your salespeople to discover the full scope of their goals, dreams, challenges, and business drivers.
Heartfelt conversations emotionally connect with your clients. This allows for intellectual discussions that lead to exciting new discoveries and the personal sharing of information.
FINAL THOUGHTS
Showing appreciation and enhancing the client experience is about human interaction. It's creating a bond between your client's, your salespeople and your company. It’s about you making a commitment to ensure your salespeople are positively impacting the lives of your clients, their business and their profitability.
The key to sales growth sits close to home, what are you going to do about it?
What could you and your team be doing to give your clients the experience they deserve? There’s absolutely no excuse for ignoring this fact. I encourage you to start curating client memories. If you're not providing outstanding experiences, then really, what are you doing?
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.
You can find more material inside Selling From The Heart.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter and on my podcast by clicking on Selling from the Heart.
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