You have often heard me say that the answers are in the questions. You have heard me suggest that you must stop selling and start asking more questions. You have heard me infer that you are making these things harder than they have to be.
- “How can you add more value to your relationships?”
- “What makes you different?”
- “How can you get and keep your client’s attention?”
The answer to all three questions consists of just seven words. I arrived at this seven word answer having witnessed two recent events.
The first revelation came as a result of meeting a man at a trade show booth. After swapping business cards I told him that I would be getting back to him. When I called him the next morning, he said the following in somewhat astonishment:
“I never thought in a million years you would actually call me. I thought your words were the typical sales chatter. meaningless.”
What did I do that was so exceptional? I called the guy back like I said I would.
The second instance was a bit more puzzling to me. I answered the telephone when I heard it ringing. When I did, the voice on the other end quickly said, “So, you actually do what you say you do. You answer your own phone.”
I remember saying to myself, “You must be kidding?” Of course I answer the phone. If not me, who?
The sad truth is that these two fundamental customer service activities have become noticeably absent from the normal day’s business routine. I am also fast to say, that these two services are very much a BIG DEAL.
The answer to the bulleted questions above consists of just seven words:
Do what you say you will do. Count them… seven.
Simple? Yes. Profound? Absolutely. You will find that these two services are easier said than done… but very much worth the effort. Starting this week, and until the end of time, do what you say you are going to do.
Mike Marchev is the author of the sales book titled Become The Exception and is a popular speaker at industry events. You can receive a complimentary copy of his Special Report titled “Your 12-Word Marketing Plan.” Email Mike and put the number “12” in the subject box. Also, ask about his 3rd Annual Training Cruise coming in November. Mike@MikeMarchev.com.