The Power of Selling, 2010a

looks for activities that take place outside business hours because those are the activities that build
relationships. In fact, according to one study, 71 percent of top-achieving salespeople use entertainment
as a way to get closer to their customers. [20]
Fore Relationships
What makes golf a good way to build a business relationship? During eighteen holes of golf, the typical
golfer actually hits the ball for only two and a half minutes during a four-plus hour round of golf. [21]
R-commerce
You’ve probably heard of e-commerce, selling products and services on the Internet, and m-commerce,
selling products and services via mobile devices such as cell phones and smart phones. But you probably
haven’t heard of r-commerce, a term that refers to relationship marketing, which establishes and builds
mutually beneficial relationships.
Terry L. Brock, an international marketing coach and syndicated columnist, says salespeople have the
opportunity to make the difference in their relationships with the little things. Sending a thank-you note
after a meeting, forwarding an article or video on a topic you discussed, remembering the names of your
customer’s children, even providing a personal suggestion for a vacation spot are all examples of little
things that can set you apart from every other salesperson. You might think that these “little things” aren’t
important when you get into the big world of business. But Harvey Mackay, renowned author, speaker,
and business owner, says it best: “Little things mean a lot? Not true. Little things mean
everything.” [22] Developing your own r-commerce strategy can help set you apart in sales. It’s expected
that you will make phone calls and follow up; it’s the extra personal touch that makes your customer feel
special and helps establish a strong relationship.
It’s the Little Things
Here’s an idea for a small activity that can turn into big opportunity along the way: every day take fifteen
minutes at the beginning of the day to write three notes or e-mails—one to a customer, one to a prospect,
and one to a friend just to say hi, follow up, or send an article of interest. At the end of the week, you will
have made 15 contacts and 750 by the end of the year. What a great way to build relationships by doing
the little things that make you stand out. [23]
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