I know you know I don’t care for tattoos any more than I like earrings pierced in the tongue. But when someone meets me, they’re introduced to a different kind of “tattoo”. This one shines so brightly, they never forget it—my smile. It’s the one that says “I LIKE YOU”. They see it in the way I treat them, in the way I follow up with them, and in the way I care for them. Many of my repeat customers (some on their third and fourth vehicle purchases) know the first thing they see whenever they come in to select their new vehicles is the welcoming smile that sold them the first time we ever met. One customer told me they felt so relaxed and at home when they were with me that I made buying a new car feel like a visit with family. I took that as a high compliment.
No matter what line of work you’re in, every time you come in contact with a customer or client you’ve sold something to, or entered into a business agreement with, your goal remains the same—add a layer of glue to your relationship. Never take them for granted any more than you would a spouse, or you will surely lose them. And, yes you have to work at it. Everyday life may never be as grand or as beautiful as that wedding day, but you must never forget the promise and commitment you made, whether it’s personal or professional. Stand in front of what you said you would do.
When I shook the hands of my customers as I gave them the keys to their new vehicles, I complimented them on their purchase decision and reminded them, “Today you also bought Joe Girard”. I made a promise to them right then and there that I would be there for them if they ever needed anything. I knew what the power of a promise could do for my future relationship with a customer. I also knew how it could backfire on me if I ever violated that trust. Don’t ever make a promise you can’t keep. It will come back to haunt you and kill any chance you have of generating future business or referrals. You must take your commitments very seriously. If you stand in front of your commitments to your customers, they will follow you to the ends of the earth.
A lifetime commitment is never realized because of a single gigantic act. It is attained by never letting up on the constant day-in-and-day-out attention to and nurturing of the little things that make up the whole. That’s what really makes the difference. If you’ve been ignoring this approach up to now, it’s time to get on board! A relationship can grow into the most beautiful tree you ever saw and bear the sweetest fruit you ever tasted for as long as you care for it. Nurturing relationships are the way to make living life to the fullest a reality, not an empty dream or wish.