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October 15, 2013

Are you a memorable sales rep?

A true story… I was speaking to a friend of mine, Cary, last weekend and he was telling me that he was out visiting some long-standing clients (in the healthcare industry).  During these calls, several of them said to him that they “really missed John (his colleague) and his grapes.”  Grapes?!  Really?!

I had to know more.

Cary proceeded to tell me that John was a long-time sales rep for his company who developed the habit of taking a large bunch of grapes into his clients whenever he called on them.  Usually, if a sales rep brings in any snacks at all, it’s pastries, bagels or maybe some candy to fill the bowl at the front desk.  But John took in grapes… an inexpensive, healthy alternative.  Good for the client – good for the company.

Now here’s the rest of the story… John’s been retired for 10 years!  And yet his clients still talk about him.  AMAZING!

So here’s the question… are you making that kind of impression on your clients?  Will they think about you long after you’re gone?

I’m not suggesting that unique gifts are the only way to become memorable… but John’s actions were two things:

  • Different
  • Consistent

And that’s what made him memorable.  He wasn’t outlandish, silly or even grand.  Just a little different and very consistent.

We’re in the people business.  Actually, we’re in the relationship business.  How are your relationships with your clients and prospects?  Are you memorable?

And while I don’t know for sure… I’d be willing to bet that John delivered some pretty good results as a sales rep.  Hmmm… I wonder why?!

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