Lagniappe “The Unexpected Extras”

Lagniappe (pronounced lan-yap): a Cajun word meaning “a little something extra.”

I’ve learned over the years that a little something extra can go a long way to reaffirm the customer that they made the right decision doing business with you.

They key word is little.

It could be doing something as simple as what you said you were going to do, having a real person answer your phone, or just smiling and being personable.

What extras are you doing to set yourself apart from your competition?

Take time today and identify your lagniappe.

Recommendations Require Justification!

The major focus of a recent training session I taught was Cross Serving Guidelines. We discussed the proper way of introducing additional products or services that had previously been identified during the needs analysis. 

The questioned was asked, “How do you make sure that the customer does not feel like you are trying to sell them more stuff?”

My response was this: “Anytime you suggest or recommend additional products or services, you must be able to justify it. In other words, you must showcase the need through demonstration and education.”

Any recommendation of additional products or services requires justification, so the customer doesn’t feel like you are doing it for personal gain.

GET MARVINIZED!

It’s Not Who You Know But Who Knows You!

Are you a Secret Agent for your Company? That’s the question that I always ask when I discuss the importance and the power of networking.

Anytime you go outside of your business it’s an opportunity for you to develop new relationships that could become a potential referral source for you.

My recommendation to everyone is to make sure you belong and become active in a non-profit and an industry-related organization. It’ll provide you an opportunity to give back, and also make people aware of the product or services you provide. 

How many people really know who you are and the value that you can provide? Or, are you a Secret Agent?

Remember – it’s not always who you know but who knows you!

GET MARVINIZED!

Sales Tip #433 From The Sales Doctor

Call your “Not Nows.”

My philosophy has always been: “It’s never no, just not now,” when it comes to any sale that you weren’t able to close. I’ve learned that time brings about a change.

I recently challenged a Team of Salespeople to call their last three months of “Not Nows.” I’m looking forward to following up and hearing the positive results that will come from making these calls.

Why am I so confident that making calls to your “Not Nows” will work? Because I also call my not nows and it does work.

Call your “Not Nows.”

GET MARVINIZED!