Elevating Your Client Relationships Amid a Crisis

Hello everybody,

We ceased our weekly blog during the month of April because, frankly, we are all receiving so many emails these days that are not really “value add” and we just did not want to be part of that avalanche of information. 

Our job is to help you build relationships and sell more/better and we figured you had enough on your plate this past month without our take on world affairs.

But the world economy is slowly starting to crank back up again, and it is time for you, as a salesperson, to start planning ahead and looking over the horizon when the supply chain will surely repair itself.

So, let’s get into the thick of it again, together.

You have already made the rounds to tell your clients you are still there and that you love them. That’s great, but we have two questions for you today:

  1. Do you have anything you can provide in terms of valuable information that your clients will be able to use when they start ramping business up?
  2. Or is there anything you can be doing, right now, that will place you top of mind when the time comes.

We have been advising our clients to set up four-part drip email campaigns that come out weekly based around a common theme.  For example, let’s say your client is a commercial real estate company and you are a lighting contractor. The real estate company is obviously going to be concerned that occupancy may go down as tenants get used to telecommuting or financial stress, so they will be looking for ways to impress prospects. You might come up with a theme such as: “Four Ways Properly Designed Lighting Can Appeal to New Tenants.” You can then construct four emails . . . one a week, that truly provide information that hits the potential pain point of this market. One email may speak to productivity. A second may speak to relaxation. A third might talk about aesthetic value.

The point is taking our goods and services and applying them in short communiques in the client’s language so instead of it being still another puff piece in today’s sea of information, it stands out as something that will help them in the coming recovery.

Stay well out there!

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The character of "Mr. Shmooze" is larger than life. He is the creation of Richard Abraham, president of The Richard Abraham Company. Mr. Shmooze™ is a composite of the greatest salespeople in the world, and the insight offered through the platform of Mr. Shmooze products is designed to give salesmen and women a powerful advantage—turbocharging their sales results!

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