After you buy your car, Girard calls to see how it's running. He might even come out to your house to see if it's working okay. He's so concerned with ensuring your satisfaction, the next thing you know, you're telling your neighbor, "You know, I met the greatest guy who is so nice, so courteous, he helped us so much. If you need a car, go see Joe Girard." The word is spread. Before he retired, he sold an average of five cars a day! Most of his co-workers would stand around in the showroom waiting for somebody to walk in the door while Girard would sit in a little cubicle in the back and never work in the showroom. People came into the dealership looking for him by name. Meanwhile, Girard is in back calling his existing customers to see if their car is working all right, and if there's anything he can do to help them.
You have the choice every time a client calls you or you call them. What choice are you making?
Make Friends, NOT Clients (continued) - Ryan Steinert
