Thursday, June 25, 2009

Partner Up!

Partnering up with a power partner can be a great way to give both businesses a lift. For example: A realtor might partner up with a house cleaning service. The realtor could offer a prearranged discount to her client that has just purchased a new home. This is a win- win - win for everyone.

The realtor looks like a hero for helping to pay for their clients new home to be cleaned. The house cleaning service gains the opportunity to get a new client or possibly a referral. The client gets to move in to a sparkling clean home! Everyone is happy!

Think about it.... Who can you partner up with?

Monday, May 18, 2009

This week's challenge -

Our society today has embraced the social networking rage that has hit the Internet. We FaceBook, LinkIn, Plaxo, and Twitter in an effort to reconnect with people from our past or maybe make a new connection.

I recently attended a meeting and a young gentleman spoke up and said that he was afraid that people were going to become so attached to their computers that they would forget the value of reaching out to people on a more personal level - A phone call, a thinking of you card or a fun coffee date.

This week I challenge you to get out from behind your computer.... Yeah that's right! Send someone a card to let them know that you were thinking of them and wondered how they were doing! Call someone up and invite them out to lunch or coffee. Reconnect on a personal level. It can be fun!

If you are interested in learning more about sending a heartfelt unexpected card to someone you care about, please contact me at

Let's see if you qualify as someone who is ready to reconnect!

Sunday, March 29, 2009

Re energize your customer relationships

Tough economic times can sometimes present a struggle when trying to grow a client base. I recently read a great concept called "inside-out marketing". Inside-out marketing takes advantage of the strong relationship your company has with its existing clients by encouraging them to introduce your products and services via word of mouth. As we all know word of mouth is one of the best ways to build your client base.

Former clients serve as a great potential source of revenue, but few businesses stay in touch with those they once served. Here are a few great tips to help you re energize your client relationships:

Make a list of all past clients. Gather up business cards, address lists, client invoices, and past correspondence, and merge them together into one master list. If possible, go back five years and fold in anyone who might be a source of referrals.

Make a reconnection plan. Prioritize your list. Send a card of appreciation to your hottest prospects and follow up with a phone call. Send email blasts to the next tier. Make your communication personal, so it gets past the spam filters.

Figure out what you want to say. Service providers need to be especially creative in their approach. For example, you could send a card that simply says that you appreciate their business. Ask how they are doing so that they know you care about them. A card will get opened, an email may not so be sure to choose your method of reconnection wisely. Remember to make it personal! When sending out an email, let them know that even though it has been awhile you have been wondering how they are doing.

Choose a method and decide how ambitious you want to be. Whether you are sending a card, making a phone call or doing an email blast, remember that you are doing it with the sole purpose of reconnecting. Don't try to make a sale. Don't expecting anything in return. Make your client feel important and they will remember you the next time someone is looking for your service. Your success will depend on how well you treat your clients and the time you have to devote to the effort.

Wednesday, February 4, 2009

Relationship Marketing

During an economic slowdown, businesses often reduce, or completely eliminate dollars that are spent on marketing and advertising. To compensate for the slack, it becomes more and more imperative to build quality customer relationships and create a vast referral network<. Here are three tips from Karen Saunders, owner of the design firm MacGraphics Services ( Consider these tips from Karen Saunders, to help you increase your sphere of influence and generate sales:

1. Be consistent. Stay connected with your most loyal customers by giving them a call or sending them regular emails and newsletters. A 5 percent increase in customer loyalty can add 20 percent to 80 percent to your bottom line, studies show.

2. Show them the love. A simple and sincere card can make a huge impression on someone, especially if they’re having a bad day. Send customers a customized postcard once a month, or develop a system for remembering birthdays and anniversaries (include a gift card, if your budget allows). Consider using an online service that manages contacts and prints and mails postcards and greeting cards.

3. Spread your wings. If you know 250 people, there’s a good chance they each know at least 250 people, and so on. When you build a strong network and nurture meaningful relationships with the people you serve, you have the potential to garner unlimited referrals. In turn, you will be less affected by economic down cycles. Start making relationship marketing part of your daily business activity.

Tuesday, February 3, 2009

Friday, January 23, 2009

How did he do it?

Joe Girard was born during the depression in one of the most deplorable ghettos in Detroit city. Joe had a difficult relationship with his father. At a very young age, Joe started shining shoes of people in saloons. He had a tough childhood. But even though Joe came from a poor background and had a hard start, he became really successful.

How successful did Joe become?

The Guinness Book of World Records listed Joe Girard as the "World's Greatest Retail Salesman" for 12 consecutive years. People actually used to lineup to meet Joe, so that he could sell them cars. There would always be a queue in front of Joe Girard’s dealership on every Saturday morning. Joe Girard sold more cars individually than most dealers sell in total. He sold an average of 6 cars everyday, throughout his selling career. He sold 13,001 cars during his selling career… all at retail.

What's his secret?

He built and maintained relationships. Joe used to send 13 cards to all his prospects and clients every year. One greeting card every month and one for Christmas. He created a place for himself in the brains of his prospects and clients by keeping in touch with them. He made sure that he was in peoples' minds when they had to buy a car. And that is how he sold 6 cars a day, everyday.


  • Keep in touch with people regularly.
  • Send them “Thank you” notes.
  • Send them season’s greetings.
  • Send them news and information that will be beneficial to them.

It may sound a bit old fashioned but people still like that personal touch. Make your clients feel appreciated and they will gladly refer your business.

Monday, January 19, 2009

Developing the Thank You Note Habit....

Here is a great article I came across by Tom Hopkins.

Developing the Thank You Note Habit
Author: Tom Hopkins

I learned the value and power of thank you notes early in life. When I was a young child, my parents occasionally went out with friends for dinner. Invariably, when my parents returned from an evening out, I saw my mother sit down at her little desk in the hallway as soon as she got home and begin to write. One night I asked her what she was doing. Her answer came straight out of Emily Post: “We had such a wonderful time with our dear friends this evening that I want to jot them a note to thank them for their friendship and the wonderful dinner.” My mother’s simple act of gratitude, expressed to people who already knew that she and my father appreciated and enjoyed their friendship, helped to keep my parents’ friendships strong for their entire lifetimes.

Because I understood that building relationships is what selling is all about, I began early in my career to send thank you notes to people. I set a goal to send ten thank you notes every day. That goal meant that I had to meet and get the names of at least ten people every day. I sent thank you notes to people I met briefly, people I showed properties to, people I talked with on the telephone, and people I actually helped to own new homes. I became a thank you note fool. And guess what happened? By the end of my third year in sales, my business was 100% referrals! The people I had expressed gratitude to were happy to send me new clients as a reward for making them feel appreciated and important.

I understand that you may not be comfortable at first with starting the Thank You note habit so I took the time to write out ten situations in which sending a Thank You note is appropriate -

1. Telephone Contact - Thank you for talking with me on the telephone. In today’s business world, time is precious. You can rest assured that I will always be respectful of the time you invest as we discuss the possibility of a mutually beneficial business relationship.

2. In Person Contact - Thank you. It was a pleasure meeting you, and my thank you is for the time we shared. We have been fortunate to serve many happy clients, and it is my wish to some day be able to serve you. If you have any questions, please don’t hesitate to call.

3. After Demonstration or Presentation - Thank you for giving me the opportunity to discuss with you our association for the mutual benefit of our firms. We believe that quality, blended with excellent service, is the foundation for a successful business.

4. After Purchase - Thank you for giving me the opportunity to offer you our finest service. We are confident that you will be happy with this investment towards future growth. My goal is now to offer excellent follow-up service so you will have no reservations about referring others to me who have similar needs as yours.

5. For a Referral - Thank you for your kind referral. You may rest assured that anyone you refer to me will receive the highest degree of professional service possible.

6. After Final Refusal - Thank you for taking your time to consider letting me serve you. It is with sincere regrets that your immediate plans do not include making the investment at this time. However, if you need further information or have any questions, please feel free to call. I will keep you posted on new developments and changes that may benefit you.

7. After They Buy From Someone Else - Thank you for taking your time to analyze my services. I regret being unable, at this time, to prove to you the benefits we have to offer. We keep constantly informed of new developments and changes, so I will keep in touch with the hope that in the years ahead we will be able to do business.

8. After They Buy From Someone Else, But Offer to Give You Referrals - Thank you for your gracious offer of giving me referrals. As we discussed, I am enclosing three of my business cards. I thank you in advance for placing them in the hands of three of your friends, acquaintances, or relatives that I might serve. I will keep in touch and be willing to render my services as needed.

9. To Anyone Who Gives You Service - Thank you. It is gratifying to meet someone dedicated to doing a good job. Your efforts are sincerely appreciated. If my company or I can serve you in any way, please don’t hesitate to call.

10. Anniversary Thank You - Thank you. It is with warm regards that I send this note to say hello and again, thanks for your past patronage. We are continually changing and improving our products and services. If you would like an update on our latest advancements, please give me a call.

The power of expressed gratitude is immense. Put this tool to work for you today!

”Developing the Thank You Note Habit” © Copyright 1998

Tom Hopkins International, Inc.

For more information on this topic, please refer to: How to Master the Art of Selling.

Provided by: Debi Kyle