Call In The Reinforcements!

Ok Brandon, I received the "gospel of the cultivator" and you promised me that opportunity would be waiting for me at my desk.

Hang tight, change takes time...and effort. It also requires recognition of what is likely already in your midst.

The goldmine of your future is likely in the rolodex (yes, I just dated myself)...or I-Phone that sits idle on your desk.

Secret #3 - Reinforce the Sale!

The first key to strengthening the relationship that consummated the sale is to stay in contact afterward...to Reinforce.

With strategically planned client outreach you will reinforce their buying decision, the importance of them as clients and your relationship.

Have you ever bought something that didn't meet your expectations?

Strong likelihood that you made an attempt or two to rectify the issue.

Did you call the salesperson? How did they act...react?

Awkward silence...did they even remember you?

If a salesperson has not spoken to you in 6 months since your purchase, you will probably call customer service and strike up a conversation with someone who gets 100 complaints a day. How does that usually go?

If you don't get satisfaction, what do you do next?  

The return counter perhaps?

Most buyers' remorse can be treated with Reinforcement.

The most positive time in a prospect's mind is after they make a purchase...it is also the most vulnerable."

Yes, they will be happy, but they will naturally second guess the decision of their purchase. They will tell a trusted friend what they have done for feedback and the secret need for approval. They will check the internet to see what strangers have done, how they have rated the product and their experiences, to compare it to their own."

What is the best thing a professional seller can do in this vulnerable period?

Reinforce the good decision the client has just made.

You do this by sending them a thank you card. Calling them once the product is received to make sure all is well and see if they have any questions. Check in with them on date of delivery, and special future dates in their lives, like anniversary dates.

The most powerful tool in the Reinforce arsenal is Gratitude - saying "Thank you" for their business and relationship. Become creative with each interaction, so that you are more memorable.

You don't have to overwhelm them but simply let them know you have not, and will not abandon them after the sale."

Service has become a "dying art" in business and particularly at the point of sale. You can leave your fate (and commission) to your customer service department or you can take matters into your own hands and Reinforce.

I say Call in the Reinforcements!

Until tomorrow, I wish you Money, Power, Success!