The motivational speaker had his theme for the day – Re-Invigorate Yourself! He said, “In order to Re-Invigorate Yourself, you have to make two assumptions. First, ‘RE’ means you’ve been “Invigorated” in the past so that you can be invigorated again. Second, the idea that you are going to ‘Re-INVIGORATE’ means that you are not currently invigorated. Maybe your life is stale. Your attitude has gone negative. Your perception of yourself or your life has dimmed.”
Whereas this motivational speaker was focusing on how his audience could reinvigorate themselves, one of the attendees had a different twist on the speaker’s points.
Janet was an account representative for a pro sports team, and her focus was applying this concept to her clients.
“How do I determine if my clients are currently invigorated? How can I determine their relationship with my club, their perception of their game time experience, their feelings about the value of their season tickets? How do I determine if my clients are not currently invigorated?”
“Because that lack of passion can turn into apathy, and apathy can result in lost business. And to ‘RE’ invigorate them, I have to determine when they were passionate about our club and their relationship with us. . .and why?”
Sometimes, in order to keep customers for the long-term, we have to take Janet’s perspective. We need to uncover those customers who appear NOT to be enjoying their relationship or experience with us, those that don’t appear happy, seem more apathetic, aren’t responding to messages as quickly or frequently, or aren’t participating in activities as often.
We need to proactively go to them, gain their feedback, and understand why they were excited in the past – and maybe why they’re not so excited today.
Keep in mind that your competitors’ sales people are passionate about taking your customers, so match that passion.
Find customers losing their enthusiasm for your organization, and look for ways to re-invigorate their passions in your business.