Prospects want and need to feel valued, respected, and accepted. And they will respond to your efforts to make them feel that way. Telling customers that you are calling on them because you “just happen to be in the area” tells them that you are an accidental tourist without planning or forethought. It destroys your credibility. Always make customers feel special because you came just to see them, regardless of how many other people you may see that day or what your plans are.
ACTION ITEM
Learn what makes prospects feel valued, respected, and accepted. Deliver that to them and watch your new-customer count soar.
When Bob, a seasoned insurance company representative, made calls on his prospects, he made them feel so valuable that they felt guilty if they didn't buy from him. Whether he saw only one prospect or ten in a given day, he had the ability to make them all feel as if they were the only company he visited. What can you do to let prospects know they are the most important people in the world, and that you're coming to see them because you value them?
TAKEAWAY
Making prospects feel special can have a huge
payoff. They will welcome you back gladly.