The Story: A cooperage salesman wanted a winery to buy his oak barrels. At the "Building Rapport" seminar, he learned to bring something of Business Value or Personal Interest to each visit. Instead of the usual product data sheet, the salesman brought an article from "Practical Winery and Vineyard" magazine about a new optical grape sorter. He had seen it in action at Opus One winery and his first-hand account enhanced the article. The wine maker was intrigued and the relationship was strengthened during an hour-long  conversation that resulted in a trial barrel purchase.
 
The Take Away: Bring "New News" of value on each follow-up visit and you'll be viewed as a business resource by your customers and prospects.

The Challenge: What Business Value or Personal Interest news can you provide on your next visit?

For a list of follow-up ideas, see "10 Ways to Boost Sales via Better Follow Up".

For the upcoming seminar schedule, click here.