Late yesterday, I received an email from Larry Littler, an investment wholesaler with John Hancock Financial Services, with an idea on how he touches his clients in a memorable way. Over his twenty years in the investment business, Larry has consistently been a top-decile sales leader. Larry’s email spoke of the importance of developing professional relationships with clients, and reaching out to them on a regular basis in ways that are unique. At a dinner in Boston recently, his assistant Eileen Lachance shared how Larry’s team continued to stay on top, and this was one of his strategies.

Larry is in B2B sales, distributing high-end investment products through financial planners. He sends a bi-weekly email newsletter from www.cookingwithandree.com to his best clients and their spouses on personal entertaining. I looked at a sample of Andree’s service, and it is first-class! Each newsletter is a complete menu, including at least five recipes, with shopping lists, wine pairings, table settings, helpful hints, and photos to match.

This has nothing to do with investments, but is all about building relationships! Larry uses this strategy and others to augment his exceptional knowledge of the investment industry to produce consistent sales success.

Be memorable. Stand out from your competition by building deep relationships!

Good selling!

This entry was posted on Wednesday, January 31st, 2007 at 8:55 am and is filed under Client Events & Entertainment, Practice Management, Sales Ideas. You can leave a response, or trackback from your own site.