Are you actively working to get referrals from your happiest customers each month? If not, you’re not taking advantage of one of the best and easiest ways to connect with new leads and close more deals: word-of-mouth recommendations from the people who have come to know and trust you and your business.
One way to start driving more referrals and word-of-mouth from your customers is by incorporating more customer delight efforts into your customer lifecycle strategy. The concept of customer delight is pretty simple: it’s all about going above and beyond to show your customers that you appreciate them. It’s about doing little things to surprise them, keep them happy, and exceed their expectations. Customer delight is about working proactively to build and maintain long-lasting, meaningful relationships with people—long after you’ve made the initial sale.
Not sure where to begin? Here are five simple ideas you can try this month:
Small acts of kindness like this will help you strengthen relationships with customers, differentiate from competitors, and drive more word-of-mouth referrals and eventual sales for your business.
SALES GLOSSARY: Complex Sale
A complex sale is one that typically involves multiple stakeholders or decision makers. In the B2B world, the sales cycle of a complex sale can take months to complete as opposed to days or weeks and can require various levels of approval from compliance, legal, or technology departments.
Planet Money is a podcast series about work and the economy from NPR.
In episode 860 of the series, hosts Nick Fountain and Karen Duffin document their experiences traveling along the ‘World’s Longest Yard Sale’. It spans 690 miles all the way from Alabama to Michigan, up Highway 127, and runs mostly through small towns.
The two hosts start at the very beginning of the route in Gadsden, Alabama and travel through small towns peppered with yard sales over the span of three days. Their goal? To learn from the sellers and buyers they encounter along the way. To hear how negotiations progress and deals unfold. To find out why this annual sales event exists and how it came to be.
They travel through Alabama, Georgia, Tennessee, Kentucky, Ohio, and Michigan to meet the people who keep this unique event alive year after year, and in the end, even do a little buying and selling on their own.
It’s a lighthearted episode and a fun reminder that the sales, communication, and negotiation tactics you’re learning and using in your sales role now can be practiced everywhere.
LISTEN TIME: 25 MIN
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Want to recruit and hire the best of the best? Keep the following 6 tips in mind:
To learn more about how to recruit the best sales reps, check out these resources:
5 Ways to Create a Crazy-Successful Sales Campaign [+ Templates]
Looking to level up your outreach efforts? This resource from HubSpot offers a handful of helpful tips and templates that you can use to improve your outreach processes, emails, and overall team success. It also includes a nice mention of Rambl in the first tip!
The Fundamental Stages in Building a Sales Pipeline
This article from Pipedrive helps readers understand the basics of building and managing a sales pipeline. It’s a great resource that both new and seasoned reps can leverage to improve processes and move more deals forward.
We hope you enjoyed the eighth issue of Hacking the Sale.
If you have any feedback on this edition or want to send article or topics ideas our way, just reply to this email. Your feedback is greatly appreciated!
// Rob Wormley and the team at Rambl