100 Great Sales Ideas. From leading companies around the world

ENHANCING CUSTOMERS’ RECALL OF YOU (CONTINUED)
A BUSINESS CARD certainly acts as a reminder of you, especially early on in a relationship with a customer

In practice
• Seek to make genuine service, rather than gimmicks, enhance customer acceptance.

• Ensure that there are management processes to consider/approve expenditure on such things (though not necessarily of this magnitude!).

The helicopter may be a dramatic way of doing things, but it is really only one way of providing extra service and convenience to customers. This is true of the individual, several individuals, or the organization itself.

Not everyone can run to a company helicopter, but attention to any detail at first contact that will give the right impression is worthwhile and helps set the scene for the subsequent meeting.

Here is a company that certainly wows first-time visitors to its factory in the English Midlands, especially those who come from overseas.

In practice
• Never forget how sales and service overlap, and never fail to see, and use, the service aspect as a way to provide a foundation for successful selling. That’s especially true if what makes a mark can be done as delightfully as this.

MAKE CUSTOMERS RESPECT YOU
IF A CUSTOMER sees you as professional, they will be more likely to trust you, to listen to your advice—and to buy from you.

Given the international nature of the business, with guests coming from time zones all over the world, this seems like a formula for a sleepless life. Not so.

The general manager here, who certainly sees a key part of his role as selling, gives his personal cellphone number to many of his guests.

They all like it. They pay attention. And they look forward to his next visit.