You may notice that, in our training materials, we encourage you to thank your clients frequently for their time and attention. This may seem like a matter of protocol; a mere formality even. However, do not take the element of gratitude for granted. When you say, “Thank you,” say it from a place of sincere reflection.
When thanking a client, think: “What, exactly, am I thanking him for?” Well, there’s the commission, to be sure; however, that needn’t be the most important focus. On a deeper level, you are thanking them for the opportunity for you to fulfill your purpose as an Efficiency Sales Professional: They have invested their time to listen to your ideas and are now putting those ideas into action. This opportunity is no small thing. After all, what is more valuable than our time? What commodity is more precious than ideas?
We in the energy industry are fortunate. We make a living proposing ways to make things better for businesses and individuals. How many sales professionals in other fields can truly say that? When we come to a client with a proposal, our intention transcends simply making a profit. Ideally, we are establishing a long-term relationship where the client will receive a benefit that is many times larger than our own gain. Selling an effective energy efficiency upgrade isn’t just good for your sales totals; it feels good. There is tremendous satisfaction in knowing that your client is in a better position today than they were yesterday because of your involvement.
Success magazine recently published an article on “7 Ways to be Thankful Every Day”. Check out the article here and remember to be sincere, be gracious, and be thankful for the opportunities given to you.
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