The one thing that is fairly consistent in our memories is the feelings and emotions that surround the events in our life. When you think about memories that have withstood the test of time, you usually forget the exact specifics or the facts and figures and what people did. But we tend to remember whether we liked someone and how they made us feel. Your clients will forget exactly what you said or what you did but people rarely forget how you made them feel. I think that this is known as the Great Buying Effect.

Life is a series of moments. Think about it, our day, week, month, quarter, a year, etc is nothing more than a bunch of individual moments all strung together.

Take a moment to make an impression on your clients with the little things. A simple courtesy or a follow up call or a short note of thanks after the meeting can make a huge impact. Go even a step further and send them a card on their birthday or when you see their company mentioned in the paper. These are the kinds of things that make people feel good or feel special and most importantly, they are the things that people remember.

When it comes to business, most of the time, all things are relatively equal in terms of our products and services. You can set yourself apart by making your client feel special, valued and cared for with small jesters.

Think about a purchase that you made recently. How did you feel about it? Would the person you dealt with remember you if you called today? Did they follow up with you to see if you had any questions after the purchase was made? How would you feel if they did? Obviously you are more likely to refer them to your friends or go back to them to do business if they took the time to do the little things.

It is not rocket science when it comes to dealing with people, it is little things that make a big difference. They stand out and it is becoming increasingly rare in the society today to follow up with a note in the mail or do something out of the ordinary.

When you talk about the moments of our day and the little things that make up the moments of our life, it should be your goal to make people feel special and remember you forever. What could be better, especially with your clients?

Be Free!

Ken Budka
Speaker