“No matter what you’re trying to accomplish, keep a firm belief in your ideas, put as much energy into them, and be willing to put up with whatever indignities may result. Being a mover and shaker in (any) profession means sticking to one idea or system for longer than anyone.” Unknown author

Or as I like to say, “It pays to be the last one standing.” This mantra has helped me tremendously in both my speaking and sales careers. No matter what business you’re in, persistence, kindness, and gratitude pay off.

Persistence: Here are the stats: 44% of salespeople give up after “no”; 22% give up after two, 14% give up after three, and 12% give up after four. However, most prospects say “no” four times before saying “yes.” It is the fifth question that receives the order. To persist!

A great way to keep in touch is to have some kind of newsletter or regular correspondence. When I was in the welding industry, I created a printed newsletter that I typed, stapled, sealed and mailed every month. While in medical sales. I switched to a monthly email newsletter. I now send out a short, inspiring weekly message known as “Thought of Gratitude for the Week.” By providing weekly content, I’m only one “reply” away from connecting with my customers and I can hear from them, without having to chase them down, when they read something that comes home.

Amiability: Add value to your prospects and customers. Just because you need four “no’s” before your “yes” doesn’t mean every call has to be just to get the order. Find out what YOU can do to make your prospect’s life a little easier.

To be considered Top of Mind for your customers, they must also be Top of Mind for you. In other words, look for ways you can serve, without always having the sale as your ultimate goal. When you see an article that you think your customer will find useful, email it to them, even if you’re not the author. If you can’t help your customer, but you have a competitor who can, why not refer that customer to someone who can get what they need? After all, there is more than enough business for all of us, and when we help a client, at the expense of our own good, they remember it.

Gratitude: Be sure to express your appreciation on every sales call. every order. Every reference. What is recognized is repeated, so thank you soon and often. Be specific, be sincere and you will be successful.

Thank customers in a variety of ways. A handwritten thank you note is particularly effective since they are so rare. The funny thing is that everyone knows the value of a handwritten note, but not many people make the effort to send one. Keep a stack of thank you notes, a pen, and stamps in your car. Immediately after each sale, program, or visit, write the thank you note while you’re still in the parking lot and put it in the next mailbox you find. The meeting will still be fresh in your mind and the client will be impressed when they receive your note the next day.

have fun,

Lisa

Thank you for taking the time to read this article. I would love to hear your feedback, ideas, and feedback on your experiences with appreciation. It means the world to me and I appreciate you!