November 12, 2004
In this issue:
IDEA: A Lesson in Gratitude
Bevans Group News
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IDEA: A Lesson in Gratitude
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Believe it or not, Thanksgiving is right around
the corner, with Christmas and New Year's Day
right on its heels. Another year is quickly coming
to a close, and you know what that means: for
those of us who work in the business-to-business
space, things are about to get uncomfortably s-l-o-w.
The approaching holiday, combined with the realization
that all my clients are about to mentally punch-out
for the year, gave me an IDEA about gratitude.
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As we hurtle through life, how often do we really stop
and take stock of what we already have? Not often enough.
This is as true in business as it is in our personal
lives. Ask yourself, in the hustle and bustle of the
sales process, are you taking time to nurture the relationships
you have with your old-schoolers - the clients who have
stuck with you over the years and keep coming back?
And here's the rub: if you're not showing your gratitude,
do you think that makes it more or less
likely that your existing clients will be lured away
by a competitor? [pause for reflection]
Now that business is winding down for the year, there's
no better time to show your current clients that you
appreciate their loyalty. Here are some ideas:
| 1. |
Thank them (really). I
have 47 greeting card catalogs on my credenza.
Before the season's over, I'll have 4700 greeting
cards from well-meaning vendors, colleagues and
even clients. Boring! How can you stand out from
the crowd at holiday time? Consider taking several
of your best clients out for lunch, or even coffee.
The simple act of catching up is an easy way to
show your appreciation.
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| 2. |
Involve them. Everyone
has an opinion, and most people love to share.
As you spend time planning for 2005, consider
how you might involve your most trusted clients
in the process. After all, they have the inside
track on your strengths and weaknesses. Opening
up to your clients about your plans engages them
in your business and, more likely than not, their
insights will help you formulate better ideas
for 2005 and beyond.
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| 3. |
Anticipate. The last
thing anyone wants to do is leave business on the
table. But sometimes, in our rush to find new clients,
we forget that our current clients may have additional
needs that are just waiting to be uncovered. It
helps to be proactive in this area. Listen, ask
questions, and think hard about what your existing
clients may need. There are probably many more opportunities
than you think. |
Here's to a productive (and profitable) end of the
year!
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My best,
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