Recession Selling

My podcast guest this week, Randy Illig, strikes a JFK-esque theme: Instead of asking what your customers can buy from you, ask what you can do for your customers.

People always appreciate support and encouragement, but in tough times a friendly telephone call can cement your brand loyalty. Don't try to sell anything, just check in with your clients. Thank them for their business and ask how they're doing. If they're struggling, ask how you can help and then follow through.

If you're not sincere, people will smell a cheap ploy a mile away. But expressing true concern and gratitude can enhance your customer relationships for years to come.

Reaching out is a good feeling whether you're on the giving end or the receiving end. Brianna Sylver, president of Sylver Consulting, recently sent me kudos for my Smart Answers columns. No reason - she just wanted to say she appreciates my work.

Thank you, Brianna! All of us get criticized, reviewed or maybe even ignored day in and day out. An unexpected "attagirl" can really make someone's day.