This month’s article is designed to appeal to both retirement community operators and their partners, the vendors and suppliers who help them run their businesses. Selling isn’t one-sided. It’s a partnership that should be nourished and cultivated to facilitate a prosperous business relationship.
How often do you remember to follow up during the initial sales process? Compare that to the frequency after the sale is completed and the contract is signed. This is true whether you’re signing a new resident or finalizing the purchase or sale of new equipment. Personal selling is a consultative process and is best suited for our lodging industry. No one appreciates the hard sell. If you’re the type of person who only does sales from a phone or computer, then you’re not selling – you’re an order taker. Selling is done at all levels of the operation from the front line up through senior management and ownership. It’s a pro-active process best done in person.
When was the last time you showed your appreciation to your staff and vendors? The suppliers are trained to do that all the time. From personal experience, I have seen gratitude expressed at all different levels and with different price tags attached to each form of expression. Logic would dictate that the bigger the client, the bigger the ‘thank you’. But sometimes, a small gesture is equally appreciated and helps to keep you top of mind. And it doesn’t have to break your budget.
December is a time for reflecting and remembering all the good things in your life and work. So take some time this festive season to show your appreciation of each other and what you contribute.
On that note, I would like to say a personal “Thank You” to all my followers who read me each month and have shared my thoughts with your colleagues. I hope I’ve been able to unleash your creative self to embrace new methods in your communities. I wish everyone good health and prosperity in 2012!
Still have questions? I’ve conducted numerous workshops and retreats. Feel free to contact me in person via email to Lydia@millertouch.com or telephone me at 604.984.7445. As my personal “Thank You”, I’ll give you 20% off your first workshop fee with me in 2012 if you contact me before December 31st, 2011.