We have all encountered obstacles in running our businesses as well as in life. How we handle setbacks can be a determinant in our success. Maintaining focus on the initial goal can be a challenge when we are sidelined by illness, an accident, family drama, etc. The ability to rise above the turmoil and maintain focus on the task at hand, is golden. If you read about successful people, you will find that many of them perservered in spite of hardships they had to endure. Their concerns for the situation didn’t lessen nor did their determination of meeting the goal. I think at times, it seems that people who have strong ambitions in their professions are perceived by others as callous or uncaring when they are able to bounce back and continue their work once the initial shock as subsided. This is not the case. They simply have not lost focus:
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Column By Michael Angier
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Have You Lost Your Focus?
We all know how important it is to focus on what we want.
But what happens when we lose focus?
It’s easy to do, isn’t it? (more…)
My director posted this on her website. It’s in Applause Magazine. I think there are crucial points made in this article that we can all learn from:
“When we are first developing our customer base, it’s all about follow-up, follow-up and more follow-up,” says Independent Senior Sales Director Pat Ringnalda. “I see this initial step as a one-way street ~ I’m doing all of the contacting.”If that sounds discouraging to you, then an attitude adjustment may be in order! You simply can’t expect people to call you until the relationship you are trying to create is solidified.
Once a customer makes an initial purchase, a great guideline for follow-up is the 2+2+2 plan of Mary Kay Ash: call two days after a customer purchases a product to inquire about how it’s working for her; two weeks later to schedule a follow-up facial or color consultation; and then every two months after that.
While you’re adding new customers, you’ll also want to develop the ones you have. That means continuing to build their trust and loyalty in several ways. Pat shares these great tips for cultivating excellent customer service:
- Keep product on hand. “I will never forget the first year I achieved the Queen’s Court of Personal Sales,” Pat, who has reached this goal 12 times, shares. “That year, I doubled my customer base by asking for referrals.” Once your customer base becomes established, keeping an appropriate inventory may become easier in servicing your customers.
- Use samplers to sell. “I always treat my reorder customers to samples of products they don’t currently use,” Pat explains. “I’ve found that nine out of 10 customers will buy what they sample.”
- Build a personal profile on each customer. As you develop relationships with your customers, begin recording birthdays, anniversaries, family information and family events. “Get personal to show you care,” Pat says.
- Take advantage of PCP. “Consistently sending The Look and follow-up mailings is a great way to maintain your customer relationships.”
- Have a Mary Kay Personal Web Site. “Each month I gain more shoppers and referrals!”
 Know your product. Use your Applause magazine and the Online Product Guide on InTouch to find out about product benefits, application tips, ingredients and more.
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