Last time I gave you a quote about how to succeed at sales and life.  It was to pretend that your customer has a big sign around his neck saying ”Make me feel important,” and then do it. 

How do you make him feel important?  Don’t forget to smile when you see him.  Act delighted to see him (and really be delighted to see him.)  When you talk to him on the phone, smile.  You can hear a smile as well as see it. 

Another way is staying in touch.  There are some really great ways to stay in touch without coming across as desperate or awkward. 

What not to do:  Suppose you have sent him some information about your products.  When you call to follow up, you will look clumsy and desperate if you say, “I just called to see if you got my material.”  He might even say, “No,” too.   Even if he did get it.   

But if you say something like this, you’ll sound professional and confident.  “I sent you a sales list [photographs, samples, information] and I wanted to go over something in it that might not be self explanatory.” 

Or, “In that  information I mailed you on Monday, I just found that there should be a correction on the first page.” 

Or, “I just found out some new information that I thought would interest you.” 

Or, “I was just thinking about you and wondered how everyone is doing.” 

Or, “We’re going to be giving shots on Saturday and I wondered if you’d like to come watch.” 

Be smart about a staying in touch dialogue.  Design it so you have an excuse to call him without appearing awkward.  It will make him feel important, and it’s smart  marketing!

Ellie       http://beyondthesidewalk.com