“Nothing is more effective than sincere, accurate praise, and nothing is more lame than a cookie-cutter compliment.”
Bill F. Walsh
Let’s all stop for a moment and think about this quote.
What is going through your head?
Now, let’s all think about your clients… When is the last time you truly and I mean truly complimented or sincerely thanked your clients for doing business with you?
This is the time to bring back compliments!
This is the time to bring back appreciation!
This is the time to dig in and have a meaningful conversation!
Right now, some of you are saying, “Larry, come on man. Get real!” Well, I am! I want you to think about how giving compliments from the heart and with sincerity strengthens the relationships with your clients?
Show appreciation to your clients. Drive meaningful conversation with your clients.
In a world full of technology, way too many of you are hiding behind your keyboards to communicate.
When was the last time you had a heartfelt and open conversation with one of your clients?
We live inside a very chaotic and digitally-driven business world, however; I promise all of you this…
Your clients are starving for attention. They’re starving for affection. They’re starving for real human and heartfelt conversation.
STARTS WITH HEARTFELT COMMUNICATION
Communication is the core key to gain and be connected to your clients for a long time.
I would like all of you to reflect upon these questions…
- When is the last time you thanked your clients for doing business with you?
- When is the last time you thanked your clients because they showed their trust and sincerity for you?
- When is the last time you thanked them for the opportunity to serve them?
“Do not let arrogance go to your head and despair to your heart; do not let compliments go to your head and criticisms to your heart; do not let success go to your head and failure to your heart.”
Roy T. Bennett
Some of the very best people I know have a healthy appreciation and an abundance of gratitude.
They practice gratitude daily. They communicate it daily. They live a thankful lifestyle.
GET BELOW THE SURFACE
I believe there are way too many surface-level conversations going on right now.
We’ve all been there, and we’ve all said these…
- “Just checking in with you, do you need anything?”
- “Hey Bob, how have you been doing?”
- “In the neighborhood and wanted to stop by”
- “It’s been a bit and wanted to say hello”
Stop the freaking insanity. What does all of this get you?
Your ability to succeed in sales becomes crippled when there’s an unbalanced connection with your heart. Embracing a heart-centered approach to sales rests with your ability to stop, look inward, and reflect upon the course of action you know is the right one, rather than succumbing to external pressures and misaligned conversations.
Those who choose to pull back the conversation covers and lead with their heart and not just their wallet are able to connect with the emotional needs of their clients and prospects. They understand people have the need to be valued, respected, heard, and acknowledged.
This starts with a simple thank you, a simple act of appreciation, or by simply saying, “I am grateful for the opportunity you have given me to serve you”.
A Selling From the Heart sales professional seeks first to be understood as they turn transactional conversations into transformational conversations.
By acknowledging and not forgetting the human element, heart-centered professionals maintain the wisdom to positively transform their client relationships through the power of gratitude.
GRATITUDE LIFTS UP YOUR RELATIONSHIPS
People… You must express gratitude to your clients because they have other choices. There is always someone out there trying to earn their attention and their business.
Are you grateful each time they choose you versus someone else? Do your clients know it?
I encourage you, don’t expect their business because you’re not entitled to it. You must keep showing value and renewing their interest in you.
There is a crap-ton of competition out there. Your clients have choices.
You can’t afford to take for granted your clients. Show them love, do something special, tell them you appreciate that they chose you and then work your ass off to earn their loyalty.
I’m here to tell you… people crave a genuine, authentic, real-deal and selling from the heart professional. I urge all of you to lead a sales life full of authenticity and integrity rather than the pursuit of lining your sales wallet.
Showing your emotion isn’t a sign of weakness. It’s a sign of strength. It builds memorable bonds that transcend your business relationships.
I encourage all of you, don’t sit on your feelings. Take action. Gratitude felt but not expressed stunts relational growth with your clients.
Allow me to leave you all with this…
How much, in quantifiable numbers, remaining in a status quo mindset will cost you in your sales growth?