I have a loved one
who used to complain
I never thought of her.
Despite calling her semi-regularly,
sending her emails, etc.,
I would hear that repetitive complaint.
Then I started sending her weekly letters.
Now for a cost of a stamp and a postcard,
she’s happy.
She feels loved.
What does this have to do with sales?
Most customers have a tiny, tiny “thing”
that if supplied, they feel loved.
For me, as a customer,
it is the follow up phone call/email/letter
after I buy.
Do that and I’ll be a customer for life.
How to find out that one thing?
Simple. Ask.
Ask about their best buying experience
and what the salesperson did during it.