Prospects just love to be wined, dined, and solicited by potential suppliers, because it means they have been accepted and are valued. Acceptance is one of the key motivating factors in life, but in many areas of customer service, it's no longer enough. You have to do something different, bold, and creative to show your customers that they are valued and accepted. Find something unique, fun, and/or mysterious to convince your prospects to become your customers.
ACTION ITEM
Put your creativity to work on developing fun, interesting, and unique ideas to involve your prospects and customers. Organize a team to help come up with some good ideas for special events.
Vicky was an award-winning sales manager who invited her top ten prospects to a unique customer presentation. They each received a series of three mailings inviting them to join her on the dock at a local reservoir to take a leisurely tour on her boat. Hors d'oeuvres, drinks, and a bit of fun were built into the event. The creative mailings went on to explain that ties would be cut off at the neck and anyone not wearing shorts might be thrown into the water. At the appointed hour, Vicky was amazed that all ten prospects arrived at the dock and climbed onto her boat to spend the afternoon schmoozing and learning about her products. Within weeks, all but two became customers.