….to give and receive gifts, thanks and appreciation. And I do have a bee in my bonnet about this one. I believe that gifts, thanks and appreciation should be personal, not corporate. Even when you are thanking clients or partners. Selling is personal. Remember? Know, Like ,Trust. If you want a client to continue to like you and trust you, you need to relate to them person to person. Not corporate entity to corporate entity.

So what does that mean for gifts?

1) Holidays cards should not have your logo on them.  Regardless of the holiday you are celebrating, trying to align your brand and the holiday is just plain cheesy. I don’t want to see your logo on the Christmas tree ornament, or your logo on my box of valentine’s chocolates. If you want to wish someone happy holidays, make the wish from you personally, not from your corporation. Reach out from your heart – its good for the pocket book!

If you are so concerned that the client will not remember who you are without your coporate logo attached to the gift or card, you have a a relationship problem that a card alone will not fix. Time to work on making yourself more memorable.

2) Cards and gifts should be physical not virtual. E-cards are the most impersonal thoughtless “gift” you can give at this time of year. Most end up in spam. E-Cards send the message of “I’m too lazy to hand write you a note and put a stamp on this letter even though you netted me $10,000 in commissions last year”. Do you want your clients to think you are lazy and ungrateful?

A physical hand written card and/or a gift is a reminder of you.  A nice card, plant, or gift basket sits on the receiver’s desk for days, week’s maybe. It’s a reminder of who you are. A representation of you. When people open cards and gifts, they feel good, they say out loud “how thoughtful, how sweet how kind”. When was the last time you caught yourself remarking that an e-card was a “kind gesture”.

3) Telling clients that “in lieu of a gift, a donation has been made to X” is a cop out. Now, before you beat me up for being uncharitable, you are missing the point. My point is not to stiff the charities. Everyone should give. For themselves. All year. I give all year round to many charities that have personal significance to me. (Diabetes because of my brother, Human Society because of Conrad, Women’s Shelters because I think they are important, Boys and Girls clubs because I want to help kids). And that is exactly my point.

Giving to your charities of choice on behalf of your clients is selfish because giving to your favorite charity only benefits you. You get to pick the charity. You get the satisfaction of making the donation. You get the benefit of the tax write off. You get the thanks from the charity. Your client gets nothing but an e-card they delete within 5 minutes of reading.

Besides, their are some cynics who wonder aloud if the money “saved by not buying you a card this year” is really going to a charity or just going back into the general ledger to buoy profits…. I know that’s not true for you but why risk your clients feeling that way?

If you want to give your client a “thanks for doing business with us gift” , give them something that is meaningful and personalized to them.

4) Your gift does not have to break the bank. Send a card and a nice package of gourmet hot chocolate to those you know like chocolate. A $5 Coffee card to the coffee drinkers. A small book or magazine to the readers in your database. All these choices are easy to mail, will cost you less than $5, and can be personalized. If the client has spent $5,000 or more with you this year, is $5 too much to spend thanking them? If you company won’t spring for it, you should. Top performers know that making the effort to reach out to their clients personally will make the difference between being in the top 10% and being mediocre next year.

5) Thanking your clients should not be a once a year activity. In fact, this time of year is not even the best time. If you truly want to stand out to your clients, and be remembered as thoughtful and appreciative of their business, make it a habit of sending regular thanks, throughout the year.

Thanking clients is an important business building skill. The more appreciative you are the more repeat business and referral business you will receive. Just make sure to do it right. Thank from the heart and make it about the client. Doing so will ensure you thrive in any economy.

Dedicated to helping you increase your sales,

Colleen

This fall it was my honour to be interviewed by sales expert (and friend!) Jill Konrath. Jill is the founder or Selling to Big Companies and The Sales Shebang. The interview is now ready to be viewed on the Sales Shebang website. I hope you enjoy it!

Colleen

Congratulations to Platinum Lead-up Member Donald Leblanc who wrote to tell us of a recent success: 

“….my team and I Iistened to your Sales Stimulus call in November and immediately set to work calling our existing customers as you said. The result was 5 new orders immediately!”

There are 2 BIG lessons learned from Donald’s team’s success:

1. They took action immediately. There is no time like the present to try a new idea! Why wait until other implement all the new strategies. If you act now, you will profit sooner.

2. Donald’s team went back to their base. There is nothing more profitable than selling more to your existing customers. Most sales reps ignore their existing customers in favor of new customers. While its always nice to close net new business, ultimately you will only sell more with less effort of you reach out to your existing customers more often.

Clearly Donald and his team are action takers and o doubt they will profit from it. And you can too. The entire lesson above is applicable to your business regardless of what you sell.  The key is to remember the V.O.R. T.E. X  methodology for selling more to existing customers

Cheers Colleen

Participate in Our Poll!

Participate in the poll and see what other sales professionals are saying. Last newsletter we asked: Have your sales quotas for 2008 or 2009 been adjusted, given the current financial markets? Here are the results:

• Yes, they have been lowered: 28%
• No, they are staying the same: 36%
• Yes, they are going up! 36%

Today’s question:
What’s your biggest challenge in 2009 to producing more revenue?

Register Your Vote and See the Results!

I just completed my term as President of the Canadian Association of Professional Speakers. While its always nice to move on the new challenge I will miss leading an association that is so dedicated to helping others, change, grow, and excel. Here is me with my fellow CAPS leaders Val and David at our annual convention where my 2008 theme Grow ruled the day! I know… For those of us in Northern climates, it can be difficult to think of anything growing at this time of year. Most of us are knee deep in snow, are facing a bleak grey landscape or rallying behind the motivational cry of “at least it’s a dry cold!” Despite the lack of growth outside, its is a great time for growth inside. Specifically a time to reflect on past goals, stretch into new goals and review our accomplishments over the past years. What are your growth goals for 2009?

When my brother and I were kids we used to stare at the sky and ask ourselves how high we thought it could go. Paul thought it was endless, I was not so sure. I remember him being particularly devastated at school one day when we learned that the sky actually ended and deep dark space began. I am still intrigued by the thought that the universe is endless and often catch myself wondering “What else in our lives are endless?”. How big, how high can we grow our lives?

In my opinion, everybody is capable of achieving more next year than they did last. And while many of you are already living your dream, is it the dream you had at the beginning, when nothing could hold you back? It’s easy to get lured into complacency because you are earning what you need to this year. So, take a moment to assess your current position and how you got there. Once you do its easier to set your heights on growing even more.

2009 is upon us. Here is my challenge for you this month. Find a comfortable, nurturing environment to reflect on your past 2008 goals, stretch into new goals and review your accomplishments. Think about where you wanted to be when you started out, and what you are going to do to get there next year. Ask yourself: what are your growth goals for 2009? And what are you going to do to make sure they come true?

Dedicated to increasing your sales,

P. S. Don’t Miss It. Remember that there are only a few days left to take advantage of early-bird savings for the upcoming . Don’t miss this chance to learn how you can prosper in the new economy – and save some money!www.EngageSelling.com/powerhouse