R is for Relationships

Filed Under Corporate Selling, Customers

One of my gift basket clients just received a holiday order to create and deliver 2,500 baskets. Another one is currently preparing 500 for one client and 300 for another, and she’s sure that other clients will soon place large orders.

Last week’s newsletter shared big order tips, and a previous newsletter gave pointers on finding hands-on help for big sales.

How do these designers get orders when so many firms are cutting back due to budget constraints? Both designers admitted me that their plans to develop better relationships with clients are the secret for their individuals success.

For example, if a client’s child bruised a knee during a sports activity, a small gift was sent as a get well gesture. When another client’s company was up against a competitor, the designer called to recommend a course of action (sending a gift basket to the prospect) to get the sale.

Working with their clients as a partner rather than simply taking a role as a gift provider is what’s made the difference. And the rewards don’t stop there. Referrals are up, and so are the number of client’s employees who receive gifts and baskets to encourage productivity.

Do you contact clients only when it’s time to give gifts, or are you someone who makes contact in good and bad times whether for personal or professional reasons? Great relationships are a major component in securing orders all year long.

Start building better relationships with your customers now and throughout 2009. The rewards are huge, and so are the profits.