Want to Transform Transactions into Trust: Your Key to Rewarding Business Relationships
From Sales to Relationships: The Secret Sauce
Let’s talk about “those people.” You know, the ones who call only when they need something. Be honest—are they your favorite people? Probably not. Now flip the script. Are you that person to your customers? Are you guilty of only reaching out when it’s time for a sale?
Imagine this instead: a sales professional calls you not to pitch but rather to share a lead or offer a tip that could help your business. Wouldn’t that make you feel more than a number on their quota sheet? That’s the power of showing you genuinely care.
Yes, success means closing deals; however, my father always taught me it’s about nurturing relationships that stand the test of time. Your ultimate goal isn’t just today’s sale. It’s to create partnerships where people enjoy doing business with you.
Examples That Inspire Action
The Insightful Consultant: A marketing consultant noticed their client’s website didn’t rank well in search engines. On their own time, they sent a detailed email with three SEO fixes and a quick note: “Try these—they’ll help boost your traffic.” That simple gesture solidified the client’s trust, leading to an expanded contract.
The Generous Sales Rep: A rep in the printing business heard about a colleague looking for a custom packaging supplier. Instead of hoarding the lead, they called a customer in packaging and said, “I’ve got a referral for you!” The result? The customer closed the deal and became a lifelong advocate for the rep.
The Birthday Call: One entrepreneur makes it a point to call their top clients on their birthdays—not to sell anything, but to say, “I appreciate you.” That small, genuine act has kept their calendar full of repeat business and referrals.
How to Become Irreplaceable
Want to transform from salesperson to trusted partner? Here’s your game plan:
Deliver Value Without Strings: Make it your habit to call and say, “I had an idea you might like,” or, “I saw this article and thought of you.”
Be Generous Beyond Expectations: Consider what you can give, not just take. Share insights, connections, and ideas freely.
Keep in Touch Regularly: Don’t wait for the next sales opportunity. Be a consistent presence, even if it’s just checking in to ask, “How’s business going?”
Your Frippercize: Your Move to Stand Out
What can you do today to make your customers and clients realize you are indispensable?
When your message must be memorable, your presentations powerful, and your sales unstoppable, let me help you make it happen.
Need help for you or your team on improving important conversations and presentations? The Fripp Customized Approach will work for you. Contact Fripp today!
