Today’s article is all about your mindset and how it affects your communications with MLM customers. Read on to find out how a famous salesman named Patrick McCarthy can inspire a new attitude in your business.
Patrick McCarthy was the No. 1 salesman for Nordstrom (a large department store) many of his 30 years with the company and he was the first employee to generate $1 million in sales.
But he wasn’t always top salesman. He actually almost lost his job because he was focused on selling and not serving customers.
Your customers are the lifeblood of your business. – Tim Sales
McCarthy started looking for some lessons on serving customers and found much success in these lessons (which are very similar to what Tim Sales teaches).
- Build a relationship with your MLM customers. That means remembering their names, always being available and doing what you say you’re going to do. Sound familiar?
- Always be a professional. Know your product. You’re not in this business to just be an order taker. If you were, you’d have a lot more success behind the counter of your local pizza shop. Get intimately acquainted with your products.
- Ask your customers for their cards and set up future shopping dates. Sounds a lot like auto-ship, doesn’t it? But McCarty was intentional about calling on his customers again at a future date. He cared about his customers and it was apparent.
- Ask for anniversaries and spouse’s birthdays. Why? To show appreciation. Sure, it’s an opportunity to sell more products. However, if the approach is one of “let me help you select the perfect gift” or to send a note of recognition, it’s more than a sales opportunity. It’s a relationship opportunity. You must be genuine for this strategy to work.
- Keep records of your MLM customers. My hair dresser does this and it’s the reason I keep going back, even though she’s raised her prices twice in two years. I’m paying for a relationship and service. She records how I like to part my hair, my color combinations for summer/fall and my family’s info. She also always ask me if I still have enough of her recommended styling products. It’s not just a reminder for her, but a sign that she cares about my appearance and our relationship. McCarthy did this. He had 12,000 customers and kept a customer book with notes on sizes, etc. McCarthy used this book to help his customers and to learn more about them.
Are you offering your MLM customers a professional attitude and caring more about them as people than your sales figures? This approach always works. It may take longer, but people will return again and again as customers when they are cared for and paid attention to.
Your Turn
Tell us your story of how you provide service over sales in the comments below.
Action Item: Kim Klaver teaches you how to get to 100 customers in 100 days in her new 2013 Game Plan. And it involves a Patrick McCarthy approach. Intrigued? Get the details at this link: http://www.firstclassmlmtools.com/morecustomers.
Amanda Brandon
About the Author
Amanda Brandon is the First Class MLM Tools blog and newsletter editor. She grew up in a family that earned extra income from network marketing. A former journalist for the food industry, she has spent the past 10 years helping network marketers and other entrepreneurs manage their online presence and content marketing programs. Contact her at this link.
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