By Bruce Keith
I use voice-activated software instead of two-finger typing. For the most part it works remarkably well… certainly much better than the alternative. At the same time, it has certain built-in “glitches” that are both perplexing and annoying on occasion. I am resigned to live with these problems because no one has ever called to ask me, “How’s that software working out for you Bruce?”
No one ever checks to see if the purchase I made (or the service they provide) is standing the test of time. I suppose the software company thinks everything is great. But here’s my question: what is the possibility that the reason they don’t check is because they don’t want to know the answer? This whole dilemma gets me thinking about how salespeople could take advantage of this vacuum and create incredible customer loyalty.
The best salespeople do a great job of staying in touch with their past clients. Under the current system you call them up, you ask them how they’re doing and you AFR (ask for referrals). Typically this should be done every 90 days. Here is an additional dimension that would set you apart from the competition.
What if you created a “post-dated quality-control system” for all your past clients? Salespeople are often hesitant to ask about how something worked out long after the service was provided. The fear is that it is nothing but a chance to hear a complaint. Au contraire... it’s a chance to show that you care (and a chance to learn how to get even better at what you do).
Once every year, call your past clients and ask them, “How is that house working out for you?” or, “How are you feeling about that rental property you bought?” or, “How do you feel your investment is going?” or, “How would you evaluate that decision you made four years ago?”
No one else is going to ask them that type of question about other items they have purchased. No one else is going to show that kind of concern two, three or even four years down the road. Start now by calling the past clients you have performed for in the last few years and ask them these questions. Next, have a plan to post-date this specific type of follow-up for all future business. This will separate you from your competitors, another way to show that you are different and that you care. Little things that make a big difference. No excuses.
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After 40+ consecutive years in the sales business, you pick up a lot of great wisdom. Here are some of my insights to get you thinking about your business, your life and how you can make both work better for you.
– Self-discipline is the packaging that reveals who you really are.
– Faith and patience give you the future… lack of faith and patience gives you the past.
– Be careful you aren’t stepping over silver dollars to pick up nickels.
– Learn from the past, live for the present, plan for the future.
– Your energy is the magnet that attracts people and success.
– Falling is not about whether or not you get up… it’s about how fast you get up.
– My favourite four letter word is next.
– Make your work part of your life but not the focus of your life.
– Be responsible for everything in your life, there are no good excuses.
– The ability to say no is much more powerful than the ability to say yes.
Bonus point: The people of value are the ones who make you feel good about yourself. Treasure them! No excuses.
Bruce Keith, the “Results Coach” has over 23 years of experience. He is a sales and marketing coach and seminar leader in the real estate business, teaching what to say and how to say it. His high-energy, high-impact training style is sought after and acclaimed across North America. He says, “Success is possible; there are no excuses”. www.brucekeithresults.com
Bruce Keith is a leading Real Estate Coach/Author/Speaker. Like Bruce Keith Results on Facebook or connect with Bruce on Linkedin. Email Bruce Keith.
