"As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them."
John F. Kennedy
As we begin our time together, please reread the opening quote, and as you're thinking about the quote, think about this word... congruency.
When it comes to gratitude, does the walk match the talk?
Reread the quote again, and now think about your clients.... When is the last time you truly and I mean truly complimented, sincerely thanked, and shared deep gratitude towards your clients for doing business with you?
And no, I do not mean just around the holiday season.
Now is the time to bring back compliments.
Now is the time to bring back appreciation.
Now is the time to dig in and have meaningful conversation.
Now is the time to show gratitude.
When it comes to describing gratitude, the Harvard Medical School provides more detail, writing that gratitude is:
“A thankful appreciation for what an individual receives, whether tangible or intangible. With gratitude, people acknowledge the goodness in their lives … As a result, gratitude also helps people connect to something larger than themselves as individuals–whether to other people, nature, or a higher power”.
In a world full of technology, way too many of you are hiding behind your keyboards to communicate with your clients.
When was the last time you had a heartfelt and open conversation with one of your clients?
We live inside an extremely chaotic and digitally driven business world, however; I promise all of you this...
Your clients are starving for attention. They're starving for affection. They're starving for real human and heartfelt conversation.
GRATITUDE IS A CHOICE
We all have choices. I'm a firm believer that you are 100% responsible for how you show up.
How are you showing up for clients?
How are you showing up for your friends, family and even the company you work for?
Are you proactively leading your life with gratitude or reacting with gratitude? Stop for a moment and think about what I just said.
When you choose to plant the gratitude seed into your life, you are choosing to proactively commit to improving your health and well-being.
A study from the University of California Berkeley states,
“Research suggests that gratitude may be associated with many benefits for individuals, including better physical and psychological health, increased happiness and life satisfaction, decreased materialism, and more.”
The study went on to state that,
"Gratitude is also important to forming and maintaining social relationships. When you engage with someone and express gratitude for them, they are in turn more likely to express gratitude in return."
Are you starting to think about your clients in a different way?
Where would you be in sales without any clients?
Therefore, gratitude is the expression of appreciation for what one has. And in your case, this would be your clients. It is a recognition of value free from any monetary worth.
Being grateful is spontaneously generated from within, it is an affirmation of goodness and warmth.
Again, we all have choices. When it comes to your clients and your relationship with them, expressing gratitude builds relational strength.
Expressing gratitude shows you care. Here at Selling from the Heart, we refer to this as giving a rip.
Expressing gratitude reciprocates the kindness shared and felt in your relationship.
Expressing gratitude celebrates the positive in your relationship, bringing the both of you closer together.
Gratitude deepens connection.
Your attitude is always within your control, make it a grateful one.
SOFTS SKILLS COMBINED WITH GRATITUDE DRIVE HARD DOLLARS
“When gratitude becomes an essential foundation in our lives, miracles start to appear everywhere.”
Emmanuel Dagher
Imagine the impact gratitude can have on your client relationships and your sales revenue?
Right now, some of you might be saying, “Larry, come on man. Get real... this fluffy stuff... how can it drive hard dollars?"
Well, I ask you to think about your clients... what would you do and how would you act, if they decided to take their business elsewhere? How would you feel? How would this impact your thoughts, your actions and your sales results?
Soft skills yield hard dollars
Giving compliments from the heart, with sincerity and gratitude will strengthen the relationships with your clients.
Can gratitude close the relational gap with your clients? I believe it can.
THIS ALL STARTS WITH HEARTFELT COMMUNICATION
Communication is the at the core. It becomes the key driver to gain and become connected to your clients for a long time.
I would like all of you to reflect upon these questions...
- When is the last time you thanked your clients for doing business with you? And I mean sincerely thanked them for doing business with you.
- When is the last time you thanked your clients because they put their trust in you?
- When is the last time you thanked your clients for the opportunity to serve them?
"Do not let arrogance go to your head and despair to your heart; do not let compliments go to your head and criticisms to your heart; do not let success go to your head and failure to your heart.”
Roy T. Bennett
Some of the very best people I know, have a healthy appreciation and an abundance of gratitude.
They practice gratitude daily. They communicate it daily. They live a thankful lifestyle.
Hang around me long enough and you will hear me drop a quote from Don Barden and his book, "The Perfect Plan".
The elite 1% lead themselves as servants. They know the answers to these three questions before they ever make a presentation to a client or those they lead...
"If I am to serve this person, will it be right for them personally, professionally, and in their spirit?"
Don goes onto say,
"If so, then and only then will I present myself to them with an attitude of gratitude, real education, and ease of doing business, because that is what servants do."
What is your attitude towards gratitude?
GRATITUDE LIFTS UP YOUR RELATIONSHIPS AND YOUR SALES RESULTS
Whether you are a sales leader or a quota carrying salesperson... You must express gratitude to your clients because they have other choices. There is always someone out there trying to earn their attention and their business.
Are you grateful each time they choose you versus someone else? Do your clients know it?
Don't expect their business because you're not entitled to it. You must keep showing value and renewing their interest in you.
There is a crap-ton of competition out there. Your clients have choices.
You can’t afford to take for granted your clients. Show them love, do something special, tell them you appreciate that they chose you and then work your ass off to earn their loyalty.
A proactive approach to gratitude opens the referral door and drives sales growth.
Here is how this plays out... start with your top 10 clients, find 6 people inside of these accounts (key decision makers and influencers), this gives you 60 people to proactively show your gratitude towards.
The conversation goes something like this...
"(Insert name), this past year I appreciate the opportunity you have given me to serve you. This means a lot and I am so grateful to you and your company. In thinking about your circle of friends and associates, would you be open-minded to bridging an introduction to 2 or 3 of them. Just looking to have a conversation to share some ideas and insight, would this be alright?"
This will surely test your relational strength.
Let's just say your average sale is $30,000. From these asks you receive two names and introductions; this equates to 120 people (60 people inside your top 10 accounts x 2 names). For this example, we will use 25% - win ratio. In other words, 25% of these referrals lead to a sale.
Folks, this is 30 sales at an average of $30,000 and you have just increased your sales revenue by $900,000!
What would this mean to you, your career and your family?
TO CONCLUDE
I'm here to inform you... people crave a genuine, authentic, real-deal and selling from the heart professional. I encourage all of you to lead a sales life full of authenticity and integrity rather than the pursuit of lining your sales wallet.
Showing your emotion isn't a sign of weakness. It's a sign of strength. It builds memorable bonds that transcend your business relationships.
I encourage all you, don't sit on your feelings. Take action. Gratitude felt but not expressed stunts relational growth with your clients.
Allow me to leave you all with this...
How much, in quantifiable numbers, remaining in a status quo mindset will cost you in your sales growth?
Would you like to increase your sales success and fulfillment?
This was my goal when recording all-new materials for the new Selling from the Heart Masterclass, to increasing your sales success and fulfillment in your business.
If you enjoyed the Selling from the Heart book, you’re going to love this masterclass! It takes the tools given to the next level.
Have yet to read Selling from the Heart? No worries, you will receive an audio version as a part of the Masterclass. As an option you can get a free signed copy of Selling from the Heart (just pay for shipping and handling).
You can get your copy here - https://www.sellingfromtheheart.net/book
Together, we will go on a journey where we’ll dive into how to apply the ideas in the book to help you achieve even greater sales success.
With each of the 10 sessions, you’ll receive questions that will help you increase your sales in a way that also makes selling more enjoyable and fulfilling.
This masterclass is configured with you in mind where you can complete the course in chunks from any mobile device, iPad or computer, based on your availability.
You’ll also discover fun bonus materials throughout the course.
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