Getting Up Close and Personal

Well, the installation went well. The plants are placed and you’re heading back to the office. This job is done; on to the next.

Not so fast my little spathiphyllum. You’re not finished – not yet. Now it’s time to close the loop that began with your very first contact with the client. The "thank you".

Could Be A Note,Could Be A Small Gift

Yep, no matter how you do it, by fax, e-mail, or handwritten note, a thank you is in order. "Oh," you say, "I always thank the client." Right! But are you taking advantage of the opportunity or are you just filling a square. For example, if your note just says, "Hi – Thanks and call me if you need me", that’s okay but you’re missing an opportunity. The really great note says the above but, in addition, asks for a follow-up meeting to review the installation. This is usually held two weeks after the fact, allows the client time to see what works and what doesn’t, come up with a list of questions, and, best of all to ADD to the existing plan.

Yep, believe it or not, this is the perfect time for add on sales. Plus, if you will be turning the account over to another staff member, it’s a great time to introduce them. It’s also a good time to bring up Holiday again, no matter what time of year it is.

Thank You Alternatives

As for types of "thank you’s" other than notes; a nice desktop plant is an appropriate gift just remember to have your tech maintain it. For larger gifts, make sure to follow the client’s gift guidelines. Some have set rules as to the gift’s dollar value employees are allowed to accept.

It’s in the Details

Note, meeting, small gift - just a few of the details that ensure selling success in the world of interiorscaping.