We have again reached the time of year when distractions become more commonplace. If one is not disciplined, it’s easy to spend all day at the workplace, yet accomplish very little. Even though December is not traditionally a booming month for flooring sales, important tasks still remain to be accomplished. In my experience, one of the most important year end tasks is taking the opportunity to sincerely connect with your best customers.
My suggestion is that you compile a list of your top 30 clients. Then, over the next two weeks, make it a personal mission to contact three of them per day. Ideally this contact will be in person, but if necessary a phone call will do. Impersonal contacts such as e-mails, text messages, etc. don’t count!
If you feel compelled to buy lunch, take a token gift, etc. – fine. But it is not necessary. Many companies have strict policies against their staff members receiving them anyway. What is important is that you share a firm handshake and an honest attitude of gratitude. By doing so, you will be sending a very important message to your client – that you acknowledge and care about them. This is not the time to discuss business! Leave that for another day.
Presuming that the 80/20 rule applies to your firm, like it does to so many, you will have likely reached out to the source of over 50% of your total volume in only two weeks time. Now that is what I would call slow time well spent! Which three accounts are you going to begin with tomorrow?
Tom Jennings
