RAB Research Archive

Want to Be Different AND Better?



One of my wife's passions is creating art. She paints porch boards and growth boards for our friends and family, and she's amazing at it. Last week, she was working on one and asked me what I thought. I told her I really liked it, then she surprised me. "What specifically do you like about it?"

It was a valuable lesson; people want specifics when you show appreciation for their work. Next week, as we celebrate Thanksgiving, it's a great opportunity to thank your clients. At RAB, we teach about being different AND better. So instead of waiting for the traditional holidays that we celebrate in December and being part of the card-sending crowd, why not take time right now to send the card and show your appreciation for Thanksgiving?

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 be better and make a difference. Sincerely compliment someone (with specifics)

Thank them — Not just the typical "thanks for your business," be specific

Create a list of clients, hand-address envelopes and hand-write a note in cards.

Find something for which you can compliment them, and then thank them for that contribution. You can also do this on the phone, but for maximum impact, nothing beats a hand-written card. If you send them today, they will likely get there by the holiday.

In my experience, nothing gets a more positive response, and nothing makes a person feel better than a sincere compliment and specific appreciation for what they are doing. Here's an example for a car dealer:

Brad, I 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 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 the work you are doing. It's a privilege to work with you. Thank you. This will catch them off-guard because they are not used to it, and that's exactly why it's so powerful. There is no sales pitch, just a compliment and appreciation. 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 appreciation — with specifics.

Your courage and willingness to try new things have 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.

Happy Friday!

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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