photo credit: Francois Schnell

Joe Girard sold more cars than any other sales person in the United States for 12 years in a row.

Joe had a secret you can use no matter what you sell to increase your sales. His secret was simple.

Joe understood you can sell more and do it with less work when you get the buyers to come to you. Joe didn’t sell to people who just walked into the showroom. Nope, you had to have an appointment to buy a car from Joe.

Can you imagine scheduling an appointment to buy a car?

Really Joe had two secrets creating his huge success. Joe understood the power of attraction. Plus Joe understood the value of relationships.

He mailed every person he ever met a greeting card each and every month that simply said, “I like you.” That sounds pretty corny doesn’t it? Yet this corny system Joe devised did two very powerful things.

First, his card system created a level of familiarity with Joe whether you bought a car from him or not.

Second, it made the receiver feel good about themselves and Joe. Who doesn’t want to be liked?

In combination, when it came time to buy a car the people getting those cards automatically called Joe. After all, they felt like they knew Joe.

Now in reality most of Joe’s cards probably went in the trash after they were opened along with the two business cards he sent in each card. Yet, even while throwing that card away the receiver was thinking about Joe. Could something as corny as this work today?

Yes, it’s just today smart entrepreneurs, business owners, and sales professionals have found ways to accomplish conceptually the same thing adding variety to their approach. Now you can use snail mail, email, audio, and video to accomplish the goal of staying in front of your best buyers and potential buyers making them feel good about both themselves and you.

• The better job you do communicating what your best buyers want, you win.
• The more actions you trigger in your potential buyers, you win.
• The more connections you open, you win.
• The more relationships you build, you win.
• The better job you do turning the whole process into a system, you win.

Even though this seems so much easier to apply in a retail setting you can apply it to a service business just as easily. If you don’t like the phrase “I like you” come up with a better phrase that makes the receiver feel good. Then make sure each contact adds value to the receiver. As you do your beginning the process of developing relationships and relationships sell.

How are you using Joe’s secrets in your business?

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Cold Calling in the 21st Century: The New Rules
It has never been more difficult to get in the door to see prospects. Decision-makers are busier than ever and budgets are tighter then ever. Status quo reigns. Some sales professionals, however, are able to consistently reach prospects directly and to close sales even in today’s business environment. You can be one of them.

Join Wendy Weiss, The Queen of Cold Calling, for this important webinar where she will reveal the formula you need to successfully reach decision-makers directly, get your foot in the door and close more sales. Join Wendy Weiss April 16 at 1:00 EDT  Sign-up here and register at a discount