How to Give More than You Sell – 5 Reasons to Deliver More
By: Deb Maes
October 30, 2012
What do I mean by this, you may wonder. Well, if you have a product or service, of course you will have a price that makes a fair exchange. But, you can always give something extra that they haven’t purchased. It may be something as little as a bookmark, a tip, a cuppa, an extra top up or a friend discount, or a follow up call etc. but “always give”.
Why? There are lots of reasons to give freely. Here are some:
- It feels good and keeps you energised.
- You have benefited by the gifts of others and it is very rewarding to ‘pay it forward’.
- It makes the receiver feel special and valued.
- From a business point of view, it creates loyalty – people rather buy from people they like, and receiving a gift creates a positive ‘liking’.
- The Law of Reciprocity means that you will get back as much, or more than you give.
I do it because I focus on service and creating value in the client’s experience.
What is giving really? I’m talking about giving the gift away, without any expectation of appreciation, thanks, loyalty or benefit to you-literally ‘no strings (or elastic) attached- no ‘end gain’.
This kind of giving is like when you take some things to the Op Shop and no one is at the counter – No one knows you gave – You never get to see who benefits – You never get to see if it has value. The gift is just left.
How can you always be ready to give?
- Make a list of at least 5 inexpensive things you can provide that will benefit your clients i.e. little note pads, or quality refreshments.
- Identify at least 5 tips you could share i.e. time management and money saving tips.
- Source and purchase the items in point 1 and have them ready.
- Look for opportunities to give something to every person, it could be just a comment about their grooming or their colour choice.
- Be careful not to create any time consuming or unnecessary financial burden. Smiles and words are free and powerful.
- Be careful not to expect something in return, not even gratitude or acknowledgement. Challenge yourself to give anonymously.
- Some people may be surprised or suspicious. That’s ok. Just carry on.
- Some people don’t know how to receive comfortably. Just carry on. They will get the hang of it if you ‘stay the course’.
Give it a go!