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Written by Chelsey
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Tuesday, 08 June 2010 03:54 |
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I have been a big fan of Red Balloon for many years because when they provide a gift it is about creating an experience. In my book, I wrote about the importance of sharing experiences, below is an excerpt; Once a year I would do something special for my V.I.P clients. Some of the unique personalised experiences I have shared with them over the years include: taking one of my clients out for a day’s V8 driving and exploring the wine region by luxury limo with another client who was passionate about wine. I chose each activity thoughtfully to suit each individual’s interests and personality and created an experience that was memorable for each and far exceeded their expectations – which is a wonderful thing to accomplish. Check out the amazing experiences Red Balloon provides to help plan a special day you can share with one of your clients. To recognise and thank them for their ongoing support. Top Tips For Great Gift Giving ·make it personalised to show you care ·make them feel special by showing you understand their likes and dislikes ·deliver the gift in person where possible ·make it representative of you and your brand ·include your business cards / company branding in the wrapping paper ·where possible make the gift an experience you share with your client, something to be remembered and talked about! |
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Written by Kirsty Spraggon
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Tuesday, 08 June 2010 03:51 |
This month I had the absolute pleasure of interviewing Naomi Simson the CEO of Red Balloon a company that is changing gifting in Australia. They have been on the BRW list 6 years running and were ranked by Hewitt’s with a 97% staff engagement score. One of their top values is FUN at work. Click here to listen to the interview; Some of the highlights from the interview for me were; - Seeing how a CEO of Naomi’s calibre is so connected with her team.
- She leads from the centre of a tribe not the top of a hierarchy.
- Hearing how fun can be commercially a great business decision and a profitable one.
- Of course it would be remiss of me not to mention meeting Dexter the dog. He was a great interviewee with Mum Naomi and certainly made work #furk.
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Written by Kirsty Spraggon
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Tuesday, 08 June 2010 03:49 |
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I am coming home and running my first public event which is very exciting! I would love to see you there and if you could help by spreading the word to colleagues and your team, I would be very grateful. I wanted to create a fabulous offer so what I am doing is a ; 2 hour evening workshop on ‘opening relationships to close more sales’ on the 30th June for $49 plus gst and including a copy of my book ‘work as if you own it’. A great deal, plus it’s a tax deduction. There is a new feature at the top of my newsletter that allows you to share this newsletter via email or your social networks. There are a limited number of seats at the venue so book your place online. For bookings click here and head to the event section.
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Written by Kirsty Spraggon
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Friday, 21 May 2010 00:16 |
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I remember being in a training session about 18 months into my real estate career. The trainer berated us for wasting our time on ‘Nescafe appointments’, which according to him were appointments where we were wasting our time having coffee with people that weren’t qualified to buy immediately.
However, when I looked at my current client list I noticed something. Out of the 15 clients I had at that moment, I had met 12 of them at a ‘Nescafe appointment’ 9-18 months prior.
This was the first time I started to question the sales training and I thought ‘perhaps this guy’s got it wrong and I’m onto something’. It seemed my way of ‘relationship building’ was working.
You see all of those coffees are deposits in your future business bank account and your personal bank account. Each relationship was valuable in different ways...some teach you about relationships! Without the early meetings in my career, how would I have improved my abilities to build empathy, trust and rapport? Some relationships provide support and others become clients and referring partners, and a million other benefits can come from building great relationships rather than focusing on an immediate sale.
In the short-term, it may appear that just closing a sale with someone who has an immediate need is more effective, but you could be missing out on 90% of your potential market! This is because you would be limiting yourself to dealing only with the very small percentage of the market ready and willing to work with you today. Yet industry research strongly suggests that depending on your particular sales industry there is usually a 9-18 month incubation period from the first point of contact until the time when a new client actually purchases your product or service. 9-18 months! Just like my Nescafe appointments. That means you would be missing out on a lot of business by only working with the ‘right here, right now’ prospects. Not only would you be making things a lot harder for yourself in the long run, but you would also be doing yourself out of all the extra repeat and referral business that would otherwise come your way effortlessly through clients feeling so well taken care of and appreciated.
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