Best Practice #2: Broadens the relationship with good customers by proactively introducing them to other employees

Published: Tue, 02/03/26

Updated: Tue, 02/03/26

Best Practice #2: Broadens the relationship with good customers by proactively introducing them to other employees

The best salespeople understand that the more comfortable the customer is with their company, the less risk the customer perceives there to be in dealing with them, and the more likely it is that the customer will prefer their company as a supplier.

That’s just good common sense. I bank where I do, for example, because when I walk in, everyone knows my name. That makes me feel important, and it makes it so much easier to do business. Or, at least, I feel like it does. And that is what’s important.

There is a simple principle at work here: The customer should be comfortable with more people in your organization than just you. The more people your customer knows, the better for you. That simple principle leads to a powerful sales practice. By proactively introducing your good customers to others in your organization, you broaden the relationship between the two entities, and tie the customer to you via additional relationships.

What’s one thing that the best salespeople do
that average salespeople don’t?

Answer: Effectively make a first call on someone who doesn’t know you or your company.

Most salespeople have never been trained in how to do that well, and, as a result, avoid it. Salespeople become disheartened and sales managers grow frustrated.

I can fix that. On February 13, at 12:00 noon (Eastern) I’ll present a one-hour webinar on the best way to prepare and execute a first call on a prospect.

I’ll take you through the mindset you need to be successful, the one key objective for every first call, and how to overcome distorted expectations.

Then, I’ll identify the three key pieces of a well-executed first call and show you how to prepare for each. You’ll be ready to go. Confident and prepared.

In this 60 – minute session, you’ll

Identify the key objective for a first call
See why a first call seems so overwhelming.
Gain an understanding of the three key components to a first call.
Become equipped to thoroughly prepare for each of the three keys components.

This may be the only opportunity in your life to gain mastery of something that causes most salespeople to stumble. Separate yourself from your competition. You’ll use the concepts and processes shared in this webinar for the rest of your career.

You owe it yourself to participate.

Click here to enroll. $47.00

Make sure that your boss has been introduced to your customers. Methodically take him/her to your customers and facilitate the introductions. Bring a customer service person or two to visit your good customers.

If it is appropriate, constantly invite your customers into your facility to meet the people who make things happen inside your organization.

Each of these relationships makes the customer feel more comfortable in dealing with your organization, and increases the likelihood that you will become the preferred supplier.

That’s why this is a best practice of.... READ THE FULL ARTICLE HERE

Featured YouTube Podcast:

The Loss of Discipline and the Opportunity for You

In recent years, I’ve seen a deeper degradation in the learning potential of the work force fueled by a growing inability to concentrate. I’m afraid that much of the adult population in this country has become so conditioned to sound bytes, texts and tweets that they have lost the discipline to “do the work.” Like an unused muscle, their ability to concentrate has atrophied. On one hand, that is alarming. On the other, it is a tremendous opportunity for you.

Featured Podcast:

Turning Goals Into Growth: A Playbook for Sales Managers

Sales managers are familiar with goal setting with their sales team, but what about goals for themselves? In this podcast, I drill down deeply into that issue, providing a playbook for sales managers to create goals for themselves.

Everyone needs a bit of inspiration, education and motivation.

Forward this message to your friends and colleagues.

Like what you’ve read? Become a subscriber. Click here.

P.O. Box 523
Comstock Park MI 49321
USA

Unsubscribe | Change Subscriber Options