by John Ingrisano, President
You’re a consultant wrapping up a big project. Don’t just submit your invoice and say thanks. Suggest that now is a good time to discuss that next project.
You’re a retail vendor ringing up the sale and handing your customer his or her change. Don’t just say thanks for shopping here. Mention something new – a product or a sale – that will be available next week.
The bottom line: The conclusion of every sale should set the stage for the next piece of business. I learned that in the insurance business, when at the time of policy delivery, we would tentatively set the date for the next appointment to address other needs. Sometimes, we would lock in an actual date a month or two or three in the future.
The point: You have just made a sale. If you didn’t totally screw it up, the customer/client has a favorable impression of you and/or your product. Do not just take the money and run or say thanks and move on to the next person or business. Build more business with current customers.
Work hard, make money, have fun, and don’t let satisfied customers get away!
The Freestyle Entrepreneur – winner of the 2010 Top 35 Entrepreneur Blog awards from OnLine MBA.
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