When it comes to customer appreciation, we tend to focus on going all-out once we’ve completed a sale and that client is on our books. The truth is that although customer appreciation is key for client retention and fostering loyalty, there are lessons we can implement to improve prospecting and increase the chances of converting leads in the first place. 

Customer appreciation doesn’t have to be limited to the post-sale phase. There’s scope to improve prospecting strategies and increase sales by adopting some tried and tested techniques during the pre-sale stage too. 

If you’re looking to identify prospects, to maximize the chances of converting following lead generation, and to keep hold of customers, here are some fabulous customer appreciation ideas you can capitalize on. 
‍

‍Customer appreciation ideas you can employ during the pre-sale stage

Identifying prospects is just one of the challenges facing businesses looking to expand their client base and beat the competition. Once you’ve got a prospect in mind, the next step is to try and convince them to choose you. 

While customer appreciation is usually thought of as a ploy to keep customers on side and reward loyalty, there’s nothing wrong with showing your prospects that you care about them. We all appreciate a bit of love from time to time, and who doesn’t want to feel special on a rainy Tuesday afternoon? 

With this in mind, we’ve put together a list of ideas you can use to enhance your prospecting strategy and increase your chances of turning a lead into a long-standing customer. 

‍

1-Treat them

We all love random treats. There are few people in this world who would turn down a freebie or not warm to a brand that offered them a gift. Businesses often reward loyalty with perks and pick-me-ups, but this is not a strategy that should be confined solely to existing clients. 

If you’ve got a prospect lined up, why not show them how serious you are about wanting them to take that next step by sending them a small token of your appreciation? This could be something as simple as a free coffee on a miserable Monday morning, for example. Gifting a cup of coffee might not seem like a groundbreaking tactic, but it could separate you from the crowd, enhance your brand reputation, and give that lead the extra push to move to the next stage. 

With modern technology, it’s also never been easier to turn ideas into a reality. You can email gift cards, or even order through apps to take advantage of rapid delivery. Amazon has a Gift Cards for Business program where you can order in bulk or send electronically. 

When choosing gifts for a high-value lead, it pays to put some thought into your selection. The item you select should be relevant to them, and most importantly, it should help you achieve your objective. Use a small gift to make your prospect feel special, choose something that has meaning, and don’t bombard people with branded pens, keyrings, or sticky notes. 

Yes, they’re useful, but they’re not going to do anything to help your cause. As you learned from our recent blog post, ‘For Your B2B Startup’s Sake, Stop Making These 6 Common Sales Mistakes,’ nobody likes people who talk about themselves all the time. There’s also a chance that your prospect has already been sent branded stuff by a rival. This is your chance to shine.

2-Let them enjoy a moment in the spotlight

You only have to look at social media, read blogs, or listen to an industry-focused podcast to see that more and more businesses are featuring real-life customers in their marketing campaigns. If you’re keen to boost sales, you don’t have to wait for a customer to sign on the dotted line to give them a moment in the limelight. 

There’s no reason why you can’t feature prospects or offer prospects the chance to enjoy 15 minutes of fame to make them feel special. You can carry out interviews and use them to promote webinars, you could feature them wearing your products on Instagram or Facebook, or you could create a blog post centered on their story, or you could interview them on your new podcast. 

If your prospective customer has an idea of the level of attention you’re willing to give them, there’s a good chance that this will enhance your outbound sales process. 

3-Prioritize listening over talking

If you’ve got a sales pitch ready, and you’re focused on appointment setting and lead generation, it’s natural to meet a prospective client and want to start telling them all about how fantastic your business is. It’s good to talk, but communication is a two-way street. 

By all means, showcase your product or service and let that person know how you could benefit them, but don’t underestimate the importance of listening. You might feel that you have plenty to say, but you may also find that a prospect has questions, ideas, or opinions they’d also like to share.