1. Your favorite client
Out of all of the clients you currently have, who is your favorite and why? This question is important on a number of levels. The first reason is, in my opinion, as long as you work, you may as well enjoy it as best you can.
Seriously consider the traits of the person or people involved, their type of company and industry, and the past conversations you have had that makes working with them among your favorites. By developing a prototype of those with whom you prefer to work, you will more easily find similar others thereby developing a clientele that brings you joy in addition to increased revenue. Lastly, effective selling includes a two-way conversation with give and take. Usually when you enjoy another, they feel the same way about you. This encourages excellent word of mouth, referrals and testimonials.
2. Current clientele
The holidays provide the perfect timing to connect with everyone who purchased from you during the year. Pick up the phone to either have a conversation or leave a thoughtful message. Words indicating, “I was thinking of you and wanted to wish you a happy holiday” will have a long lasting effect.
Why is this true? Has anyone ever done this for you? Probably not! This is where you will firmly etch your personal brand into the minds of your clientele. Once again you demonstrate you go out of your way to serve your clients thereby encouraging repeat business, referrals and testimonials.
3. Previous clientele
Sadly, some clients come and go for one reason or another. After you have reconnected with your current clientele, consider also calling your past clients who come to mind. Similar to the introduction, “I was just thinking of you”, ask what their outlook is for next year in terms of anticipated new projects. Should the previous client be receptive, you just might find a new outlet to develop renewed business.
4. Wish list
Are you making a list and checking it twice? What is at the top of your wish list? Is it time to turn some of these into reality?
Should you be fairly new at creating new services or products, begin with those that require the smallest learning curve and least expense. But, if you are adept at implementing change, then go for the idea that appeals to you most.
Make the commitment you will do “whatever it takes” to get the job done well. As you build a variety of offerings, you exponentially build out your client potential and will ultimately see a larger return on investment.
5. Good wishes
What would Santa do? Greet everyone you meet with a smile and good wishes for the holiday season and New Year.
As a businessperson, take the greeting a few steps further to ask others about their new plans for the coming year. More in-depth conversations may reveal a new plan where you suddenly recognize a collaborative approach will benefit both of you while attracting wider audiences.
As you connect mind-to-mind and heart to heart, you find the Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, LLC, (800) 704-1499, was honored by Open View Labs with inclusion in their international list of “Top 25 Sales Influencers for 2012.” Elinor authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and the best selling career book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press.
