When we finally find a system that works for us we sometimes get comfortable and that often leads to us getting into a comfortable rut.  The same pattern, the same approach, the same system applied to all prospects may not be the right approach to generate the optimum results.  Consider doing an experiment and unplugging from your current system to try something new.  Particularly if you have been using your tried and true system for several years you may need to freshen up your approach.  Try the following and see if your success doesn’t increase.

Instead of emailing your customer/prospect, take the time to make a personal call.  Even if it means leaving a voice message, this could very well place you in a superior position since you can convey more effectively your passion for the product over the phone than with a two-dimensional email. Emailing is fast but lacks the personal touch that is so powerful in making the sale.

Instead of the typed letter that is attached to your standard brochure, attach a handwritten note, that is legible, to show your personal commitment.  By having your concise note stand out you become more memorable with the potential buyer.

In addition to bringing to the client meeting your brochures and testimonials to review, pick up a box of muffins and present them to the prospect’s gatekeeper.  How often are they shown any appreciation by a vendor?  How receptive will they be when you call and want to reach the decision maker?  Muffins are the best power-selling investment you can make.

You probably already recognize your customer’s birthday but have you taken the effort to find out the birthdays of their children and spouse and send a little appropriate gift for them to present to their kids and spouse on that special day?  It is not hard to find out not only the birthdays but also what type of books their loved ones enjoy.  A book is a safe and appreciated gift for anyone.  How many of your competitors do this – I can confidently say few to none.  How will your customer respond to your thoughtfulness?  I assure you very positively since it shows you see the relationship as not just business based but also on a personal level. It goes without saying that you should know the receptionist’s birthday as well.

Sending the invoice is a routine activity that most salespeople either don’t get involved in or do as a routine activity without considering that it is another communications going to their customer.  Make an occasional invoice more memorable by including a motivational quote, a thank you card for the accounting department’s effort, or a small booklet that they may appreciate.  The list of ideas is endless.  Particularly if the customer is a small business, the gesture becomes well known very fast throughout the company that you are a unique and great person.  Showing small kindnesses to others throughout the organization is a way to become a permanent fixture and not be seen as a replaceable vendor. 

Have you ever, as I have, made a sales call and while waiting noticed on the reception’s desk that they are selling cookies to help out their kid’s school, or tickets to a play their child is in, or raffle tickets for a worthwhile fundraiser?  The item can be a point of conversation and helps to get to know the receptionist/gatekeeper a little better.  Why not take the next step and buy a few raffle ticket, boxes of cookies, or tickets to a play?  This little gesture, which will cost less than a cup of Starbucks coffee, will pay dividends far into the future. 

Tweaking your proven selling approach, and keeping it fresh, can be a fun exercise to see the prospects’ reactions and also allows you to monitor the increased effectiveness of the new approach.  As the selling process keeps getting more competitive we all need to find positive ways to promote our products and ourselves and leave a lasting positive impression.  There is a lack of personal appreciation in business today and you can easily standout as the sales person that people look forward to seeing on your next sales call.