Will You Leave Something Behind?

Peady’s Selling Engagement sponsored by IRD Prospector

Welcome to the latest weekly episode of Peady’s Selling Engagement, now available in living audio via Branded Podcasts.

In this episode entitled Will You Leave Something Behind? Stephen Pead talks about the power of leaving something behind every time you make contact with a customer or prospective customer.

 

 

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Will You Leave Something Behind?

In this episode, I’d like to share some thoughts with you on the power of leaving something behind every time you make contact with a customer or prospective customer.

Before I explain the concept let me give attribution to Ric Camilleri of NRS Media who came up with that phrase.

In my opinion too many sales people see their role in one dimension, selling. Nothing wrong with that up to a point, however customers don’t feel engaged or appreciated if that’s all you do.

But leaving something behind uses reciprocity, I scratch your back, you scratch mine, it’s a very powerful way to build relationships and be remembered.

So, what could you leave behind as part of your normal customer interactions whether its face to face, phone or email?

Here’s some ideas:

  • Articles or links to articles about business, marketing, leadership
  • Advice on hot websites that relate to the customer’s vertical
  • Send invitations to networking opportunities or create your own!
  • Provide referrals to help grow their business
  • Create audio or video testimonials from your other customers or clients
  • How about case studies on similar sized businesses who have worked with you?
  • Market research on small business, customer service or the client’s specific market sector
  • Gifts such as movies vouchers, coffee vouchers invitations to industry or sporting events
  • Proven creative examples for similar clients in the same industry

That’s just the start, the list is extensive but just imagine the power of the relationship building if you sourced just some of these ideas. All of a sudden you aren’t just selling; you’re providing genuine added value. Your customer or potential customer now sees you in a completely different light.

At this week’s sales meeting why not brainstorm some other leave behind ideas?

Try it – leave something behind!

Until next time good selling 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.

He can be contacted at [email protected]

 

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