Many salespeople rely on their company, lender, or others providing a closing gift to homeowners when they close their transaction and prepare to move into their newly acquired home - whether it's a resale or new construction.
There's absolutely nothing wrong with the builder or broker, or others who have participated in the transaction, to show their appreciation with a gift. This doesn't suffice for the salesperson, however.
We need to cement the relationship, show genuine appreciation for the time we have spent together developing this relationship and closing the transaction, and provide a constant reminder of our time together each time that gift is used or viewed.
This is the essence of the closing gift - appreciation and a continuing reminder. After all, the closing gift will produce referrals by reminding your homeowners of the great experience they had in working with you. It's like a silent salesperson constantly there for you.
This is why flowers, candy, wine, or any other consumable is a poor thank-you or closing gift. It can be part of it, but there has to be something more permanent.
In the past, I have recommended that my new home clients use specially commissioned art work and etchings, monogrammed glassware, plants in a specially design holder, and similar items as closing gifts.
One of my favorite things to do is to take pictures during the construction process and email them at regular intervals as part of my continuing contact program, but I don't send them all. I hold back a few surprises. Then I produce a CD with their name on the printed label and give this to them as a keepsake. No matter how many photos they took on their own, or how they saved the ones I sent earlier, here they are all in one place.
Now everytime they see that disk, look at the photos, print them out, or show their friends, they'll remember our pleasant experience.
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For more information on my coaching and educational programs and services, visit my website stevehoffacker.com, or go to my other blog homesalesinsights.com for additional sales tips, insights, and commentary. Listen to my free podcast messages at Steve Hoffacker's Happenings.
Steve Hoffacker - Consultant, Coach, Author, Blogger, Photographer, Motivator, Teacher, & Strategist - for Realtors, Real Estate Sales Professionals, Home Builders, New Home Salespeople, Entrepreneurs, Small Business Owners, and Independent Sales Representatives.
© Steve Hoffacker, 2011. All Rights Reserved.
