Get Personal in 2011!

“You can’t change the direction of the wind, but you can change the settings of your sails” – Jim Rohn

“My marketing just doesn’t work like it used to!”
“I run ads but no one responds”!
“I’m losing sales to “cheaper competitors!”
“No one has any money to spend!”
“I’ve got the best “stuff” but no one is buying right now!”
“I guess I’ll just cut expenses to survive!”
“When the economy “comes back” I’ll…”
…and the list goes on and on and on!

Have you uttered any of these thoughts lately, maybe even all of them?

The truth is none of us can change the economy. It’s true that things are different now.
And yes, it’s even true that what worked in the “good old days” just doesn’t seem to pack the same punch as it used to.

That leaves just a few of choices for all of us!

We can keep marketing and selling the way we’ve always done it (even if it doesn’t produce the results we are looking for) and wait out the storm.

We can stop doing any marketing and selling because it seems so futile right now.

Or -

We can change the way we market and sell in the “new economy” and get the results and rewards we deserve!

The point is this – to compete and win in the “new economy” something has to change. And good, bad or otherwise it will take some extra effort and energy to get it done.

There are dozens of marketing and sales strategies and tactics that can and will work in 2011.

Here’s just one strategy (it’s really a tool) that can be implemented right away and will get great results fast. The best thing about is that your competitors won’t use it.

Get Personal!

I know that sounds too simple so I’ll just toss out a few of my own “buying” experiences and you can add your own to the list.
I took about 20 people to dinner to celebrate a birthday (mine) and picked up the check at the end of the night – about $650 plus the tip. I never got a thank-you note or any kind of follow-up at all.

Two years ago I helped raise $7,000 for a local charity in need at Christmas time. They thanked me when I dropped off the check – and I never heard from them again.

Kate and I did a “light” remodel on our house. We got new carpet, paint, central air conditioning and gutters. We have not heard from any of the companies that did the work.

We bought a brand new truck in 2005. We have never had an offer to “upgrade” since.

We bought our house over seven years ago. We might be ready to sell. We haven’t heard from the Realtor in years.

Of course, my list could be a mile long. How about yours?

None of the above companies are “bad companies”. In fact, all of them did a great job. They just never got around to making it personal so that we would buy again, buy more or refer our friends.

97% of businesses have no “system” in place to get “personal” when it comes to follow-up, client appreciation, up-sells, cross-sells, lead generation, getting referrals or even getting back “lost customers”.

But, fortunately they can all blame their “hard times” on the “bad economy”.

Do not fall into the same trap as the rest of the “pack”.

In 2011 make the decision to “get personal”.

1. Send a personal, signed thank-you gift or card after every sale.

2. Write a personal note to your best clients and let them know how important they are.

3. Communicate with your current “list” by postcard, newsletter, email and telephone at least 12 times per year.

4. Figure out the “buying cycle” of your customers and send them a personal “We want you back” letter with a special offer if they fall out of the cycle.

5. If you have clients with special interests or hobbies find an article on the internet and print and mail it to them with a short “thought you might find this interesting” note.

6. Make some kind of a new or existing product “special offer” and make sure you personalize it to the individual.

What would happen if you just got “personal” with your clients and customers for about ten minutes each and every day in 2011?

Could you send just one thank-you note? One offer? One personal article? One “second chance” letter or even one “request for a referral” note?

Make a list of the ways that you could get personal in your marketing, sales and follow-up in 2011 – even “brainstorm” ideas with your team.

Remember, all it takes is just “one degree of separation” to stand out with your potential and current clients.

You can change the “settings of your sails” and catch the wind in the “new economy”!

Happy New Year!

Personally, Rob Oliver – Dedicated to helping you increase your sales and profits!