For reasons that are unclear to me, the theme song from the TV Sitcom Cheers just popped into my head. In particular, the line “you want to be where everybody knows your name.” May 20th, 1993 was the last airing of this popular show, yet the message in song still resounds in my head. (I’ll help you do the math…. that was 32 years ago.)
Why am I sharing this apparent worthless piece of information with you. Simple. Because it has much to do with the success of your company moving forward. It is a common belief that everybody wants to feel important. Everybody wants to be recognized. Everybody likes to hear the sound of their own name.
So, if this is true—and it is true—then doesn’t it make sense to focus on making your prospects and clients feel welcome, appreciated, respected, acknowledged and on top of mind? This sounds like a mouthful, and I know you consider yourself to be busier than a one-armed paper hanger. How can you find the time to make everybody feel like they are Number One in your world?
Bottom Line: You can’t. But there is much you can do to get you moving in the right direction. Here are just a few ideas worth considering:
- Start each and every email with the recipient’s name.
- Keep your clients/prospects in the loop with updates.
- Send periodic, creative, and meaningful gifts when appropriate (need not be expensive).
- Sincerely, and with genuine interest, probe into personal facts (i.e. hobbies, birthdays, special anniversaries etc.)
- Recognize and applaud their milestones in both their personal and professional lives.
The truth is that their next vacation could just be another vacation to you. To them, it is a huge deal with a daily countdown taking place until they finish packing. Feed your clients and prospects with the attention they are drastically in need of and you will be well on your way to cashing larger commission checks.
Everybody wants to go where they know their name. Make that place your place.
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club, mike@mikemarchev.com.
*** You want more to think about? Check out my weekly podcast (Miked Up Marchev). Also listed on Spotify, Apple Podcasts, Google, and iHeartRadio.
