Good Advice for Fathers…

How to Get Customers, Keep Them and Get Enthusiastic Referrals

Arnold Sanow

The motto for business success now and for the foreseeable future is “You’re not just closing a sale, but opening a relationship” In fact, it is 6 times less expensive to upsell, resell or get referrals from satisfied customers than it is to get new customers. Only by developing win-win relationships can you increase your business, lower your costs and achieve maximum profitability. To be successful follow these five ingredients on a daily basis.

1. Be Reliable.

Reliability means many things, but without it your business will fail to grow and prosper. For example, when you tell a client you will have a product or project ready for them on Tuesday and you’re late, your good reputation suffers. In fact, if you tell people you will have a product ready next week, in their minds next week means Monday. Come in any time after that and you’re already too late. Although this may seem like a minor point, such things as being late, not returning phone calls and not giving 110%, will hurt you and ultimately help your competitors. To be reliable follow these guidelines:

* Do what you say your going to do

* Do it when you say your going to do it

* Do it right the first time

* Get it done on time

And always remember ….. Under-promise and Over-deliver

2. Be Responsive.

Responsiveness means being available, accessible and willing to help customers whenever there is a problem. It also means keeping them informed and providing the services as soon as possible. For example, just returning phone calls in a timely manner these days will put you ahead of the crowd.

3. Develop Trust And Likeability

When you look at the bottom line, there are two ultimate reasons why people will work with you. It’s because they like you and they trust you. According to US News and World Report, “Americans are ruder than ever”. Simple kindness and good manners can greatly enhance your opportunity to win new clients, generate more business with the ones you have and increase your referrals. To accomplish this follow the 10 commandments of human relations:

1. Speak to people – There is nothing so nice as a cheerful personality

2. Call people by name – The sweetest music to anyone’s ears is the sound of his or her name.

3. Have humility – There is something to be learned from every living thing

4. Be friendly – If you would have a friend, be one

5. Be cordial – Speak and act as if everything you do is a pleasure

6. Be sincerely interested in others

7. Be generous with praise and cautious with criticism

8. Give your word – then keep it

9. Be considerate of the feelings of others

10. Be alert to give service – what counts most in life is what we do for others.

4. Watch Your Appearance.

Have you ever heard the saying, “Don’t judge a book by its cover?” Well guess what everybody does? Although appearances can be deceiving, customers draw a lot of conclusions about the quality of service on the basis of what they see. Your dress, body language, written materials, office, car and verbal skills account for how you are ultimately judged.

5. Be Empathetic

To the extent that you treat someone as special and solve his or her unique problems he/she will continue to be your customer. Disneyland says it best, “We love to entertain Kings and Queens, but the vital thing to remember is this: Every guest receives the VIP treatment …It’s not just important to be friendly and courteous to the public, it is essential … At Disneyland we get tired, but never bored, and even if it is a rough day we appear happy. You’ve got to develop a sense of humor and genuine interest in people. If nothing else helps remember that you get paid for smiling.”

In summary, although your technical job skills must be excellent, it’s not enough. Remember people do business with their friends. Develop win/win relationships and see your business skyrocket!