Sellers Beware: Gratitude and M&Ms Sell!

GRATITUDE SELLS

Gratitude allows you to demonstrate respect and to show appreciation.

"Your success is measured, not by what the world gives to you, but by what you give to the world." ~ C. A. Munn

I know buyers often do not value or respect a salesperson's time and efforts. However, Who's Buying You? Until You Sell Yourself, You Won't Sell Much isn't about how to get the buyer to build trust with the salesperson. As I've mentioned, today it's "seller beware" because the buyer has the advantage. It's the seller's responsibility to grow and nurture the relationship with the buyer.

Unfortunately for the seller, the buyer doesn't have to work hard to learn these character-based principles in order to buy. They must only have a desire to buy in order to get a seat at the table. But, you must learn to apply these principles if you want to boost your sales and build long term relationships with raving customers who will follow you from company to company, if necessary, simply because they want to buy from you regardless of the brand or products you're selling.

One of the best ways to respect the sales relationships you already have is by showing gratitude. Many salespeople fail to nurture their existing sales because they are short term thinking. It takes extra energy and effort to intentionally interact with your loyal network. However, the return on investment through positive word of mouth can be very significant.

Michael F. Sciortino, Sr. said this in regard to nurturing your customers, "Remember, your clients already like you. If they didn't, they wouldn't be doing business with you. In their minds, you are someone they respect. Showing your gratitude for their business can only enhance your position." Are you enhancing your business (your sales) by demonstrating respect while leveraging gratitude? If not, you're missing the opportunity to turn your customer base into a positive word of mouth marketing base.

Showing gratitude is often an overlooked character trait. It takes a higher level of character to demonstrate respect and to show gratitude. However, showing gratitude communicates to the buyer that you remember them, appreciate them, and value them.

With people, the little things are often the big things.

GRATITUDE SELLING USING M&Ms

When I worked in the corporate world, there was a time I needed to order labels for a label maker on a regular basis. I didn't care where the labels came from and often ordered them from different sources while shopping around for the best price.

When I first started ordering them, I searched online, found a supplier, and made my purchase. There was no salesperson involved. I would get online. Place my order. Receive my package. And, repeat when I needed more.

Once after ordering from a new supplier, I received the package, opened it, and found a pleasant surprise. There was a personalized note thanking me for giving them an opportunity to supply the labels. That was different and offered an unusual, but nice, human touch.

By injecting this rare and unnecessary human touch, they were leveraging their influence through the only touch point they had (the package) by demonstrating respect for me as a preferred buyer and showing me gratitude as a caring supplier.

They already had the short term sale but wanted to ensure they also received my repeat business. They were intentionally expressing gratitude and respecting my choice to purchase from them knowing there were many competitors I could have chosen. They didn't know I actually bought from various suppliers.

Normally, I would have thought, "Nice touch!" and continued to shop around. But, they over delivered on showing gratitude. They didn't stop at the personalized note. The package also had a package of regular M&Ms and a package of peanut M&Ms. They took gratitude to the next level. All my future orders had M&Ms too. I was hooked.

Remember, with people, the little things are often the big things. They instantly became my only supplier. Their gratitude by way of chocolate made me a raving customer. I referred everyone to them, became a repeat customer, and provided lots of positive word of mouth.

Purchasing labels isn't something you normally talk about with others. They found a way to get their customers to order more, refer more, and talk more.

SELLER BEWARE

1.   Respecting a buyer is a choice, especially when they may not respect you. Respect creates deposits!

2.   Gratitude says I respect and appreciate you. Gratitude reveals your character. Appreciation sells!

3.   Gratitude and respect will help you sell yourself. Showing gratitude is a competitive advantage.

Note: I encourage you to be a river, not a reservoir. Please share my articles with others if you find value in them. I believe in abundance and write them to help others become more effective, successful, and significant.

Make an impact!

Mack Story

I help leaders engage the front line to improve the bottom line.

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Mack is the author of 11 books including Who's Buying You? Until You Sell Yourself, You Won't Sell Much, Defining Influence: Increasing Your Influence Increases Your Options, Change Happens: Leading Yourself & Others through Change, & 10 Values of High Impact Leaders. He's an inspiration for people everywhere as an example of achievement, growth, and personal development. His passion inspires people all over the world! Order signed copies here.

Mack’s experience includes an international training event in Guatemala with John C. Maxwell in 2013 as part of the Cultural Transformation in Guatemala where more than 20,000 Guatemalan leaders were trained and being invited by motivational speaker Les Brown to share the stage with him at one of his events in Los Angeles in 2014.

Contact Mack at 334-728-4143 or [email protected] for Keynote Speaking, Corporate Training, Professional Leadership Development, Cultural Enhancement/Transformation, and Process Improvement.