One day I was reading an article by a salesperson who said he always gave credit to the customer for coming in. I thought, “that’s dumb.” But then, as I tested this in my sales process, I learned he was right. And it made me a better salesperson than you.
Most salespeople indeed make their money from the commission fees on their items. But understanding how to use the credit for customers program to your advantage is an art form in itself.
Accelerated insight platform is a super convenient, fast, sales-friendly resource for insights into your customers. It’s self-learning. You feed it information, generating new findings for you from real-life experiences.
What is Credit for Customers? The idea behind it is pretty simple. If you are a customer of an item and later refer someone who buys that same item, you will receive 50% of your original purchase price back as a credit toward a future purchase. And so the cycle continues, with each customer referring to someone else, who then refers to someone else, and so on ad infinitum.
The more people you refer who buy something, the more money you make. And it doesn’t just end there; you can use that money in any way you want: buy yourself a gift (a $25 gift card counts as one referral), save it up until you have enough to buy an expensive item like a laptop or television, or even donate it to charity.
To give a better idea of what I mean, here’s an example: I recently bought an expensive pair of running shoes at a store that participates in Credit for Customers. As soon as I got home, I took out my phone and texted about eight friends saying, “Guess where I just bought these shoes!
I used to hate doing collections. It was so boring and not my thing. I’m a nice guy, so it didn’t sit very well with me. I figured I’d pass this off to another rep. After working with a few other reps that attempted collections and continually failed, we concluded that the best way to collect receivables was to offer credit to customers.
Finally, the ultimate credit guide is below:
Step 1: Make a List of Customers to Thank
- Make a list of customers to thank. We made a list of every customer who has ever bought anything from us. Still, you could also make one that includes people who have shown interest in your business but haven’t made purchases and even those who have not expressed any interest. We included family members, friends, and other people who have helped us along the way—everyone we could think of! The main thing is to have at least ten names on your list.
- Don’t forget about your staff! Every business owner should aim to create a great workplace for their employees, so it shouldn’t be too hard to come up with ways they’ve gone above and beyond (or even done some things that aren’t part of their job description). If they aren’t eligible for an employee discount or paid time off yet, consider giving them gift cards or tickets as thanks.
Step 2: Write Handwritten Notes
There are many ways to write a handwritten note, but I think the best way is to start by writing one simple sentence. Then, if you have more thoughts about that person or that situation, add another sentence. Sometimes it’s better to keep the note very short and sweet.
Be careful not to write an essay in your note—that can be too much information for just a quick thank you message. Instead, keep it upbeat without adding too much extra detail.
Step 3: Follow Up With A Phone Call
Many of us salespeople tend to forget to follow up with our customers. This is most common when we’re shipping something and need to create a note (or email) but can’t find the time. There are plenty of times that it’s possible to follow up successfully without creating an unwanted interruption or annoyance in the customer’s life.
Step 4: Deliver Your Note Personally
- Hand delivers your thank you note to the customer.
- Please give it to them in person, not by leaving it with someone else or by sticking it into their mailbox (unless they are a mail-order customer).
Step 5: Give an Additional Gift
If you like the customer and have a good relationship with them, you may want to go above and beyond. An additional gift for the customer will do wonders for your sales. You’re not required to do this, but it usually pays dividends.
You can give an additional small item like coffee or some cookies from a local store or a gift card to a local restaurant or coffee shop.
Learning the ins and outs of retail consumer financing taught me a lot about selling. I’m now a master closer only because of it. I’m not one to brag, but rather being a detriment to sales, I found that the credit for customers program was extremely beneficial in my career because it forced me to do work on a more personal level. This skill allowed me to become a stronger salesman by understanding my sales prospect as an individual and not as a credit or dollar value on paper.