Build Relationships, Build Sales

Even after 19 years in business I learn something about building my business almost everyday.  I have build relationships with customers over the years.  Many have been customers for 10 even 15 years, but some have been one timers, or only remain a customer for a couple of years.

So why do some customers stick around year after year, while others do not?  My goal is to make sure every customer is happy, even if it costs me money, so in my businesses case I don’t believe our customers don’t come back due to not being satisfied.  What ever the reason I truly believe I have failed in one area, going out of my way to stay in contact with these customers.

Building a relationship is a hugh part of being successful!

Known as the “Worlds Greatest Retail Salesman” for 12 consecutive years, Joe Girard sets the bar high on building a consistent relationship with customers and prospects alike.  His technique is not rocket science; he simply sends out 13 handwritten cards to each of his clients and prospects every month, plus one at Christmas.

Here is the important part – The cards were of appreciation, or useful tips or certificates to redeem promotional product give-a-ways.  Joe NEVER sent a card with specials, sales or discounts.  Over 15 years Joe sent out 13,000 cards, and his clients and prospects waited and anticipated a card from Joe each and every month. When the recipients or someone they knew was ready to buy a car – Joe was the only person on their mind.

I am guilty of not staying in touch with some clients, yes I do random mailings and attended networking events that are great for building relationships.  But those one timer customers could have been loyal customers for many years if I’d just kept in touch with them a little better.

I have been working hard to fill this void, and recently I was turned on to Send Out Cards, a web based Greeting Card company.  Send Out Cards has well over 10,000 stock cards available, you can also create your own cards or customize their stock cards with your own pictures or graphics.  Since I started using Send Out Cards I have been able to keep in touch with customers and follow up with prospects very easily and very cost effectively.

For current customers I sent them a Thank You Card or sometimes a Thank You Postcard which is the first of many cards they will get over the next year.  I have set up campaigns that send personalized cards (or postcards) to the client in 30, 60, 90, 120 and 365 day intervals.  First the Thank You, then a couple tips and against Joe’s strategy I do send off a couple specials, then a “Time To Reorder” card after the one year mark.  The cost is extremely affordable when you consider the cost to gain a new customer (much less then buying a card in your local greeting card store).

I have similar campaigns set up for prospects, one for simple catalog requesting prospects and a different one for prospects that have actually requested a quote.  Send Out Cards has a feature that gives you the ability to use your own handwriting on the Cards – which really gives the card that personalized look and feel.  One of my other favorite features is being able to upload my business card and include it on each card – you can also upload just about any type of graphic and have it appear on the cards in full color.

So we can all learn from the success that Joe had over his 15 years of sending out personalized cards, by using Send Out Cards as a business tool you can develop strong relationships with current customers and prospects very quickly.

It’s a fact that people like to do business with people they know or people that someone has referred them to.  Consistency is the key to repeat and referral business, and in these economic times you need to stand out from your competition even more so.

Jump on my Send Out Cards site right now and send out a card or two on me – once you try it I am sure you will be as addicted as I am, but the rewards will be worth every minute you spend sending out greeting cards and postcards to your clients and prospects.

In closing, while using Send Out Cards to build relationships, I am also building a nice residual income – if you would like to know more visit my Send Out Cards site right now.

To Your Success!

Tim Somers
Bizarre Promotions, Inc.