How would you like your vacation plans to result in accelerated revenues? This is a benefit I, unwittingly, gained as a result of making my clients’ lives easier.
Background
A month in advance of going on vacation, I send my clients a letter via snail mail, letting them know when I’ll be gone. In the letter, I tell them:
- If you need anything prior to my leaving, let me know and I’ll make sure it gets done before I leave.
- If anything comes up during my vacation, I’ll take care of it upon my return.
My goal in sending the letter is twofold. I:
- Extend my clients the courtesy of knowing my plans so that they can plan accordingly.
- Set the expectation that I would be unavailable for a period of time.
What I didn’t expect is how much my revenues accelerate during the month prior to going on vacation. It’s as if my clients suddenly develop an urgency that didn’t exist previously.
When I told a friend about how business surged in the month prior to vacation, he laughingly said “You ought to send a letter every month, whether you’re vacationing or not.” Or course, neither he nor I would consider doing that. We know that it would be the quickest way to lose the trust and confidence our clients place in us…but I have to admit it was fun contemplating that idea.
Takeaway
Often our actions produce results we don’t expect. In this instance, a simple act intended to extend courtesy to my clients and avoid the frustration they’d experience if I suddenly wasn’t available when they needed me, turned into increased revenues, for me.
As I reflect on these experiences, I realize that, while I didn’t expect the result, I shouldn’t have been surprised by it. Acts designed to make others’ lives simpler, and more enjoyable, assure our success.
When you’re planning to do something, make sure that you examine the impact it will have on your customers…and afford them advance notice. This simple practice not only assures your success; it endears you to your customers, which is essential to long-term, mutually-beneficial relationships.
If you enjoyed this insight, please share it with friends and colleagues. They’ll appreciate that you’re thinking of them.
Resources
For a complete overview of Greater Profit/Fewer Sales concepts, check out Dale’s books, Pricing for Profit and Generate Greater Profit With Fewer Sales:
Even More Profitable training programs assure that your organization enjoys the benefits of being a Greater Profit/Fewer Sales organization.
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