6 Simple Ways to Make Your Clients Feel Special and Have Them Wanting More

In today's business world you have to make sure your clients are happy - not just satisfied. Are they so happy they will tell other people about you? That's the goal! Today sales trainer Rochelle Togo-Figa shares tips to create those happy, excited clients you want.

I recently spoke to an entrepreneur who told me she had signed up for a program and soon after she signed up she received a phone call from one of the people leading the program to thank her for signing up. She was so impressed they took the time to call and personally thank her.

Now she's feeling confident she made the right decision and excited to get started. She's going to get a lot more value from the program because she's feeling taken care of. And, if she continues to have the same positive experience throughout the program, she'll purchase another program or product from them. They now have a long-term client. All of these wonderful results from one short phone call thanking her for signing up for their program.

So what are you doing differently to take care of your clients? During these times, people are spending but they're more cautious about where they're putting their money. There's a lot of competition out there. If you want to retain your clients and have them buying more, you have to stand out from the crowd by doing things differently.

Here are 6 simple ways to make your clients feel special and have them buying more:

1. Pick up the phone, call your clients, and thank them for their business. This personal touch is easy to do and shows you genuinely appreciate their business.

2. If you're having an event, invite them to come "free," or if you're attending an event that you think they might be interested in attending, invite them to come as your guest.

3. Send them a token of appreciation, for no reason, other than that you appreciate having them as a client. You could send a book, something yummy, or some small gift.

4. Call them during the year to see how they're doing and how you can help them. Calling for no other reason than to let them know you're thinking about them will set you apart from many of your competitors.

5. Invite your clients to a "Client Appreciation" luncheon or tea. Choose a restaurant or cafe and invite your favorite clients. You're going the extra mile and they'll appreciate you for doing this.

6. Send them a short note, letting them know you value and appreciate their business. It doesn't take much to write a short note of appreciation and the rewards you'll get back from your clients are priceless.

Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.

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8 Easy Steps to Eliminate the Non-Serious Buyer

You have enough to do each day without chasing around prospects that will never buy from you. That's why we're running this advice from sales trainer Rochelle Togo-Figa - she'll help you find the right buyers, so you make more money in less time.

A client was disappointed she hadn't brought in any new clients in several weeks. She was frustrated she had set up 8 appointments and hadn't closed one. She had set high expectations and was upset with the results. We've all been there, so we know how it feels to anticipate closing business and then it doesn't happen.

As she and I discussed the situation, several things started to open up. Although she had scheduled 8 appointments, early on 2 of the people had canceled and 2 didn't want to spend the money. These 4 people were non-serious buyers. The good news was the other 4 were definitely interested.

In fact, one of the people she met liked her authentic sales style so much that she was invited to attend a party where she could network with many more potential clients. She may not have closed the sale on the first appointment as she had hoped; however, she gained much more. She still had the possibility of closing this sale and an opportunity to meet many more potential clients.

It's unlikely you will close most of your sales on the first appointment. There is an emotional process that people go through when making a buying decision. People do business with who they get to know, like and trust. You have to be patient and willing to nurture the business relationship.

To guide the customer through the sales process and create a long-lasting business relationship begins by authentically communicating, being genuinely interested in the other person, and giving up any attachment you have to the outcome.

As we reviewed her appointments, we looked to see what was missing that could be put in for the next time. She thought the problem was she didn't know how to close the sale. That wasn't the problem. What was missing was doing the preparation work before the sales meeting to eliminate non-serious buyers. If she had done the preparation work, those 4 non-serious buyers would have been eliminated early on.

If you want to be well prepared for your sales appointment and close sales faster, I have 8 steps to follow that will move the sales appointment to a sales close.

1. Set specific and realistic goals of what you want to accomplish.

2. Go in with the intention of closing the sale, but let go of any attachment to the outcome (and how it should look).

3. Send a letter or email before the meeting outlining what will be covered at the meeting.

4. Call to confirm the meeting. At that time ask qualifying questions to uncover their budget, make sure you're meeting with the decision maker, and find out how long they've been looking.

5. Make a list for yourself of anticipated questions and responses.

6. Make a list for yourself of anticipated objections and responses.

7. Practice your presentation out loud.

8. Practice your responses to the questions and objections.

Golden opportunities are all around us. Sometimes they're hidden from our view because we think things should look a certain way and when they don't, we're disappointed. I invite you to let go of how it should look and turn every challenge into a golden opportunity.

Rochelle Togo-Figa, the Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com

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Taking Care of Clients and YOU at the Holidays

Everyone's busy this time of year - but salespeople are even busier. Not only do you have a long list of things to do for family and friends, but you've got your clients to think of as well. It's easy to get overwhelmed this time of year, so it's important to make time for yourself as well. Check out this advice from sales trainer Rochelle Togo-Figa, and the make the next couple weeks much easier!

Here are 6 tips from Togo-Figa to help you take care of clients, reduce holiday stress and open up more time for you to enjoy the things that matter most.

Make a list of client gifts.
Make a list of all the clients you need to buy gifts for. Look for gifts you can buy for multiple people and one store where you can buy these gifts. If you don't like shopping, plan a single gift-shopping day and do it sooner than later to avoid the holiday shopping craze. Or, do all your holiday shopping from home. Thanks to the Internet and catalogs, you can order gifts from the comfort of your office.

Target a client's interests.
The gift you give is a direct reflection of your business. Try to find gifts that fit your clients' interests. Do they follow certain sport teams? Like a specific kind of music? Have a special hobby? Make it a point to learn your clients' interests over the course of doing business together. If you don't know what your client enjoys, ask. You can also contact the assistant to find out what they like or dislike.

Reach out to clients.
Give the gift of a phone call or note. Let your clients know how much you appreciate their business and say it with words. A little customer appreciation goes a long way and has you stand out from the crowd. Although the holidays may seem like the perfect time to give a gift, a phone call or note letting them know they are remembered during the holidays may be the best gift they get.

Refuse invitations.
You don't have to go to every party just because you're invited. If party going becomes a chore or too exhausting, step back and slow down the pace. Attending a party you really don't want to be at will feel more like an obligation than a choice. Put yourself first by setting boundaries and saying "no thanks."

Adjust your expectations.
Be realistic. Just because it's the holiday season, issues with clients and family may not always be joyous. Everything will not be perfect. The holidays bring up many different emotions for people and maybe even for you. Expect a few bumps in the road and you'll be able to better deal with whatever comes your way.

Take time for yourself.
With so much emphasis on spending time with family and friends, many people feel guilty taking time for themselves. Take it! When you consciously plan to have alone time, it keeps you centered and balanced. For the holidays, give yourself the gift of time. When you take care of yourself, you'll have more to give to your clients, your family, and your own life.

Rochelle Togo-Figa, the Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com

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