By Michael Casey
A client is like a girlfriend who you wine and dine, and hope she’ll marry you. If you keep that idea in mind then the business relationship will work and pay dividends. If you treat a client like fast food you’ll end up getting gas, which is not what anybody wants.
It leaves a bad atmosphere literally. remember if you do good you’ll get x 4 more customers.
If you do bad then you lose x 10 customers. Also you must change the sales pitch to fit each individual customer. It makes more work for you BUT the results are better.
A salesman must be a cross between a priest and a hairdresser, somebody who can be confided in. You are not selling burgers at a Red Sox match, you are inviting your customers to be part of the family.
And I don’t mean joining the Mafia either. That kind of close relationship, means your calls are answered and even looked forward to. If nobody is taking your calls then you’ve got it wrong.
Michael Casey
p.s. my play Shoplife “teaches” customer service, by showing you what NEVER to do.
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