“Text me.” Two words instantly usurp what could be a chance to connect in a more meaningful way. I had a prospective client say that to me recently after I responded, by telephone, to a “Request for Quote” for custom corporate cookie gifts. Keeping this prospect on the line until I had the information needed to send a sample and proposal is what helped us win the account. The call was less than five minutes but I knew enough about this new potential client … and I knew even more about the company he was trying to close the deal with to create something amazing.
Custom corporate cookie gifts, hand delivered, and branded with your company, yet mixing in something relevant, shows you go beyond the sales pitch. And whether it’s cookies or something else creative, it’s key in building client/customer relationships. This particular call turned into a longstanding relationship with recurring custom corporate cookie gifts because the client ultimately exclaimed: “These cookies close deals.” The relationship went beyond the cookie as we built trust which lead to customer retention.
There is a world of options for people today, and there is very little separating most products. Be it software or physical goods and services, if you want to close the deal you need to get out and personally connect with your clients. If you can’t meet in person, pick up the phone. If you pick up the phone be ready to establish a rapport before you dive into business.
A few prompts to get you started:
- How was your day, weekend, morning,
- Mention something relevant about yourself and ask something more relevant of the client. For example, if you run ask what they do to workout. What’s their favorite restaurant if it’s an out-of-town client (you can use it later if you travel for a meeting to see them)
- Ask about the business:
- “What is your greatest daily challenge”
- What is your priority when looking for _____(this should relate to your product and get you to the segue so you can start talking sales)
Yes, the prompts sound obvious and easy enough but how often do you do this? How often do you do this within your own company to help team build? Corporate cookie gifts trigger all senses and feel more personal than a tchotchke.
We all are guilty of looking down at our phones and swiping our way through the day. Technology is consuming but at some point you have to look up, shake hands and close the deal.
Going beyond the business and creating a personal connection is what the real goal should be because most people switch companies within every two years but stay within the same industry. Building client relationships means establishing trust and that requires opening up to learning more about the client and going beyond the business at hand.
Circling back to the client we helped “close the deal” …well we took some time to research the company and its president. Turns out the person was a huge baseball fan so we created a custom corporate cookie gift celebrating the team’s season along with messaging that would make the individual feel assured that our client was going to help them hit their sales “out of the park.” …It worked.