Friday, September 10, 2010


The importance of birthdays (and other excuses) in B2B sales

Social media has made it far easier to remember things about each other.  How many times did your broader circle of friends remember your birthday before Facebook?

A simple “happy birthday” on your Wall makes you feel good, and is another touch between you and someone you care about.

So why don’t we take advantage of these opportunities more in B2B selling?  I’m not talking just about birthdays.  Sometimes there are particular milestones that are important to the company (anniversaries, launch dates, etc.).  Or something as simple as your prospect or customer’s alma mater winning a big game over the weekend.

Most people don’t take the time to remember these things, let alone act on them.  And by “act”, I mean something as simple and fast as a 15-second email.  It makes a big difference, it stands out, it shows you care, and it’s an important building block in the process of building long-term value with a buyer and their company.



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