Monday, April 22, 2013

How to Appreciate in Value with a First-Class Stamp

My new favorite book is Go-Givers Sell More.

The premise is simple and powerful: "Shifting your focus from getting to giving is not only a nice way to live life and conduct business, but a very profitable way as well."

It's a gem of a book that will help you take the idea of "givers gain" straight to the bank ... while making you a better friend, family member, and person along the way.

Among the ways you can give more to sell more is through appreciation.

According to Go-Givers Sell More -- and my experience since 1994:
One of the most powerful ways you can create value for people is to simply appreciate them. Notice the things they do that make a difference, no matter how small, and point them out. Say thank you, and mean it. Write thank-you notes -- not just emails, but actual handwritten notes. (Who does that anymore?)
I do, as it turns out. And you should, too.

Here's a recent example -- the handwritten note and gift card I mailed a client on Friday for a copywriting purchase he made that same day.

How many of my client's other vendors do something like this? Roughly ... zero.

How much goodwill will this simple gesture deliver to my client? Roughly ... a lot.

Important: Don't think of this as a gimmick or a bribe. Mailing handwritten notes to clients ought to be considered a part of every project you do. Because, ultimately, everything you do has the same goal in mind: To make clients happy.

What easier way to make clients happy than to thank them by mail at the start of every project? (Not to mention thanking them for every referral they send you.)

The last words on this subject are from the pages of Go-Givers Sell More:
The word appreciate, which means “to esteem or value highly,” comes from the Latin appretiare, which means “to set a price to.” (Appraise derives from the same root.) Over the centuries it came to mean both “an expression of one’s estimate of something, usually favorable” and “to rise in value.”

Interesting: when you appreciate people, you appreciate. And when you don’t, you depreciate.

You want to increase your own worth? Appreciate.

Meanwhile, if you want to more clients like your best clients, my free Client Cloning Kit can help. Grab your free copy now, while they last.

1 comment:

  1. Kevin, thank you very much for your kind thoughts on John David Mann's and my book. Very appreciated, and greatly honored to know you found it to be of value!