“Showing gratitude to your customer is a great way to build a strong relationship.” – DJ Sebastian in today’s Tip 1326
Are you showing gratitude to your customers?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from DJ Sebastian. As a top-producing sales executive for some of the best technology companies, DJ learned that to become great at selling, you must be a great communicator. Now, as a sales coach and author, DJ’s mission is to help the next generation of B2B sales professionals become elite sellers. Here he is:
DJ Sebastian: Showing gratitude to your customer is a great way to build a strong relationship. After winning a deal, it is obvious that you should take time to thank the customer for their business. I made it a habit to send handwritten notes to thank customers for their business or helping my business by providing a glowing reference. It’s kind of old school, but these were always appreciated and occasionally I saw my note affixed to their office wall. Since now many employees are working in remote locations, a handwritten note might not be feasible. Instead, send an electronic greeting card to show appreciation. This card can include photos of your choice and contain custom fonts that look similar to a handwritten note. This will have a greater impact than just sending a standard email. But don’t only send these after you’ve completed this sale. There are also ways you can get creative and showing gratitude to your customers throughout your sales cycle. For example, after an important meeting where your sponsor orchestrated the meeting or helped your team better understand the requirements, consider sending a thank you note. Or think about sending a note to your sponsor’s direct manager as a compliment about their professionalism. Find out if your customer’s organization permits their employees to accept small gifts. If so, express your gratitude and delight your customer by surprising them with a gift if you can, deliver them to a physical office or send gift cards if you can’t. If an executive assistant helps you gain access to a key executive, send them a gift of gratitude. Don’t just send any gift, make it personal and something you know the recipient will like and will make them feel special.