In sales and life, the little things often make the biggest impact on people. After 30+ years in business and sales, I can tell you that the little things really do win out.
I recorded a children’s music album called, The Little Things, almost 20 years ago. It was truly a labor of love by 22 musicians, including Grammy winners, who we call Friends of the Family. We sell the music to benefit non-profits and this holiday season we’re giving all album proceeds to Vision House (http://vision-house.org/) which provides housing and education to homeless, single parent families in and around Seattle. The iTunes and CDBaby links are below.
CD Baby – http://www.cdbaby.com/cd/friendsofthefamily1
As I re-listen to the songs, I recognize the similarities across parenting and selling. I composed these songs when my kids were ages four and five, but many of the lyrics came from my memories as a child. The “little things” definitely meant more to me than any big events I experienced as a kid. Now that our kids are adults, I can see the same thing. The little things win out, even today. Lyrics from the title track:
It’s the little things that count, Little things win out,
Little things that kids recall about mom and dad.
It’s the Band-Aids on the knees, Five minute books and bedtime stories,
The I love you’s, The huggeroos,
Little things they love and understand.
After 30+ years in business, I also know that the little things win out when we’re asking people to trust us enough to buy from us. Yes, the products and services have to work but with the intense competition in most industries, it really does come down to the little things.
Is what you see what you really get? Does the seller really want to understand our needs? Are they listening? Are they giving me all of the relevant information beyond what’s on the fancy slides? Do they answer the phone when things go wrong? Will they face me after they’ve made a mistake? Do I enjoy spending time with their people?
I’ve been the seller and the customer decision maker. Experience tells me that the little things really do count, and the little things really do win out.
Are you doing the little things for your customers?
©Rick Wong – The Five Abilities® LLC
