RAB Research Archive

Will You Try This?



Happy Monday. If you’re like most sellers, today is the day you review your plan, start making calls to your clients and prospects and plan how you can have a successful week. For many, the pit in their stomach developed on the way to the office today – whether that office is in your home or you drove to an office. We believe the goal most sellers have is to make a positive difference in the lives of their clients, prospects and communities. Here are two simple things you can do to make a difference.

1. Sincerely compliment someone.

2. Show appreciation for them.

As you structure your call list this week, why don’t you try this? Create a list of clients and/or prospects, call them and find something you can compliment them for. Then thank them for that contribution. You can do this on the phone, or for extra credit, write out five hand-written notes and mail them today. In my experience, nothing gets a more positive response, and nothing makes a person feel better than a sincere compliment and appreciation for what they are doing. Here’s an example for a car dealer:

Brad, I really admire how your company has responded to the safety concerns of the public during this pandemic by offering contact-free service. As one of your customers, I really appreciate the ability to drop my vehicle off, text you and know that you’ll take it from there. I wanted you to know how much I appreciate you and your staff.

This will catch them off-guard because they are not used to it, and that’s exactly why it’s so powerful. No sales pitch, just a compliment and appreciation. After that, be ready to hang up – if it’s a phone call. If you send a card, be ready for them to call you to thank you for the note.

If you aspire to make a difference in the lives of others, nothing is more powerful than a compliment and your appreciation. Will you add that to your activities this week? Even just a few? Then, please let us know about the responses you receive.

There’s one other slight wording change that in my experience makes a really big impact. I picked up on this from my travels in the southern states. Instead of telling people, “I appreciate what you’ve done,” etc... Simply say “I appreciate you.” This makes it about THEM and not what they do. It is much more personal, unique and enjoyable to hear. Your courage and willingness to try new things has always been impressive, and we so appreciate you taking the time to interact with us. It’s your feedback and experiences that can help us shape a future we can all be proud of. We appreciate you.

Thank you, we look forward to hearing from you. Email us here.

Jeff Schmidt is the SVP of Professional Development. You can reach him at Jeff.Schmidt@RAB.com. You can also connect with him on Twitter and LinkedIn.

Source: Jeff Schmidt, RAB





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