An interesting conversation...
A few months ago, I was at a contractor's office. While I was waiting in the reception area, I was talking to the lady that answers the phone. I asked her my favorite question: "who is doing the service and maintenance on the heating and cooling system for your neighbor on the left of your house"?
She said "Oh, do you know Joan & Rob? They are really nice people!". I said back "I'm sure they are and don't you think you would be helping them if you got them to use your company for service and maintenance on their system?" After all, this is a great company that you work for. They do really good work and take excellent care of their customers. Also, you would be helping the company you work for." About that time, the person I was there to see came and took me back to his office. I didn't talk to the receptionist again.
I was back in the same office about a month later. I decided to ask the receptionist about her neighbor on the right side of her house, just to see what she would say.
Before I could get words out of my moth, she held up her hands and stopped me. She said "I've already sold both my neighbors on the left and right a maintenance agreement and I got $50.00 from the company for selling them! And don't ask me about the people across the street because I'm working on them too. What do you think about that?" I said "I think that's absolutely terrific. I can't tell you how happy that makes me. I'll bet you sell the people across the street too. You really made my day!" She said "It really wasn't hard to do. I just showed them why they needed a maintenance agreement and all of the benefits it would give them. They even thanked me for showing them."
Your employees will surprise you with what they can do. All they need is a little encouragement and reward. They all have friends, relatives and acquaintances .
Give them all business cards and see what they can do. If you have 20 employees and they all bring in one new customer a month, that's 240 new customers a years. In 10 years, that's 2,400 new customers!
Create a culture of sales in your business. It's all up to you. Remember, it's all about execution!
