Too many salespeople find themselves running on fumes when it comes to prospects. “I get up every morning and ask myself the same question: Who am I going to talk to today,” said a life-insurance salesperson who had been in the business for 30 years. He’s far from alone.

Closing sales is the goal, but that takes keeping the prospect tank full of gas. So, what can you do about it? If you go to the supermarket, there’s someone giving away free samples. If you watch what’s going on, some of those taking samples buy the product. It’s the same with sales. When you do something nice for prospects and customers, they want to return the favor.

Here are 17 ideas for getting a positive response from customers and prospects: 

1. Send a $5 coffee gift-card. It can create a feeling of obligation. Here’s an example — Attach a note: “Sorry we couldn’t get together for coffee as planned. Will call you and arrange a time to meet.” Be sure to keep some gift-cards handy.

2. “Thanks for your complaint.” When something goes wrong (and it always does), don’t be defensive. Surprise the customer by taking ownership. It creates an opportunity for a conversation, resolving a problem, and turning an unhappy customer into an advocate.

3. “We appreciate your help.” When someone does something nice for you, say so. For example, your message might go something like this: “Thank you for thinking of us. We want you to know how much we appreciate your referrals.”

4. “Thank you for your business.” This is so basic it shouldn’t be necessary to mention it, but online retailers have raised the bar; they know the value of showing their appreciation instantly. Here’s the point: when people spend their money, they like being noticed. 

5. After-the-sale gift. When consumers make a significant purchase, they’re excited and proud because it’s the result of thought and planning, sometimes for years. It may be a major home improvement, a vehicle, or a new house. Sending an appropriate gift creates enormous good will, which can result not only in future business but also in referrals.

6. Ask for help. Often, customers can have an “after-the-sale” let down. Help avoid it from happening by asking for their help. After letting them know how much you appreciate their business, ask for their advice. “I want to do my best for my customers. I would value your opinion of what I can do to improve serving them.”

7. Surprise customers. Nothing gets a more positive response like answering calls, messages, questions, and inquiries super-fast. People unconsciously judge us based on the speed with which we get back to them. It says they’re important.

8. Contribute to a customer’s favorite charity. Do it, not because you’re asked, but as a spontaneous expression of appreciation.

9. Stay in touch regularly. Call it your “continuing cultivation” program. You never know what might be coming up next so you want them to think of you. Make it helpful and friendly — no sales pitches, please. 

10. Need help? We can all benefit from a helping hand now and again. Let customers know you’re an available resource for discussing a problem or offering advice.

11. Send a value reminder. Choose a good time after customers have made a purchase to remind them why they made the purchase and ask them how it’s working out for them. 

12. Give customers “solve the problem insurance protection.” Let them know that you’re their advocate and you want them to contact you if they have an issue or need information. 

13. Offer helpful information. Keep your eyes open for articles, blogs, and videos that customers and prospects may find useful. It’s a good way to let them know you’re thinking of them.

14. Send important reminders. Even though there may be an app for that, it’s easy to forget about expiration, renewal, and due dates. Giving customers a heads-up lets them know you’re thinking of them and that they can rely on you.

15. After-a-meeting follow-up. Whether it’s a customer or a prospect, send an, “It was great getting together with you” message. To give it more impact, include something personal that the person mentioned during the meeting.

16. Remembering life events. Anyone can do birthdays, but it takes awareness to recognize other meaningful occasions such as a new job, a promotion, a significant accomplishment, anniversary, new home, birth of a child or grandchild, graduation, wedding, or loss of a loved one.

17. Something new or different. Most of us like to know about what’s new. If you have a new product or service, or have made a change, let customers in on it. Make it friendly and let them know how it can benefit them.

To keep your sales gassed up, keep pulling customers and prospects closer to you. Some salespeople may see it as taking too much time, while others will start and give up. Ignore them and keep moving forward.      

John Graham of GrahamComm is a marketing and sales strategist-consultant and business writer. He is the creator of “Magnet Marketing,” and publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact him at jgraham@grahamcomm.com or johnrgraham.com

Across New York state, we have many county fairs, festivals, and events taking place this summer, and the Finger Lakes Region is no exception. County fairs, in particular, are a big draw to some communities and help local businesses with economic growth and exposure, particularly in the agri-tourism sector.

 I invite you and your family, maybe even family visiting from out of state, to check out [the county fair in your area.] These long-running events are designed to encourage fair-goers to have fun, learn something new, and enjoy the opportunities offered.

Steeped in tradition, fairs promise fun for visitors of all ages

Each summer, generations of fair-goers, vendors, organizers, and exhibitors gather for more than 50 county fairs across the state. [They are held primarily in July and August].

From one end of the state to another, county fairs showcase local agriculture and businesses, and the impact they have on state and local tourism and economic development. Daily programs and events are also available to promote community involvement and enhance visitors’ connections with the county and region. Additionally, fairs offer wholesome family entertainment, a wide variety of food and delectable treats, rides, games, and an eclectic assortment of vendors and artisans.

 The New York State Association of Agricultural Fairs offers a complete listing of county fairs at: http://www.nyfairs.org/Fairsbydate.htm.

Stand with farmers, support one of the state’s top industries

 Agriculture is the one of the state’s leading industries and I can’t think of a better way to show support for our farmers than to visit a county fair to learn more about their impact on our daily lives. From raising livestock to producing fruits and vegetables and harvesting grains, the state’s more than 35,000 farms are integral to our way of life and our ability to provide wholesome food for our families, as well as to those across the state and nation.

 The hard-working men, women, and families of the farming and agriculture industry are part of what make our state great. I am proud to say that the Finger Lakes Region is home to some of the best farms in the country and it has been a privilege to meet and serve the men and women who have worked to make the region world-class.

Please join me in celebrating and thanking those who have dedicated their lives to sustaining this vital industry. This weekend and this summer, put on your walking shoes, pack up the family and head to a county fair near you for a fun-filled and educational experience.        

Brian M. Kolb (R,I,C–Canandaigua), a former small-business owner, is the New York Assembly Minority Leader and represents the 131st Assembly District, which encompasses all of Ontario County and parts of Seneca County. Contact him at kolbb@nyassembly.gov

In the fall of 2013, SUNY College of Environmental Science and Forestry (ESF) announced that it would ban hunting with firearms on 5,300 acres of its property in the Adirondacks. The ban was a result of the ill-conceived SAFE Act that was enacted earlier that same year. I am pleased to report that an amendment recently passed both the New York Assembly and the Senate that enables the college to restore hunting on this property. It is my hope that this bill is signed by Gov. Cuomo so the time-honored tradition of hunting will be restored on the land to attract people to the area and keep the wildlife populations in check.

Setting aside the infringements the SAFE Act has on our 2nd Amendment rights, its rushed implementation also has had unintended consequences. In this case, it created felony penalties for possessing a rifle, shotgun, or firearm in or upon a building or grounds used for educational purposes. While the law provided an exemption for land owned by SUNY-ESF, it did not contain an exemption for property that is held in trust for SUNY-ESF, which includes 5,300 acres in the Adirondacks. 

Without mention of “land held in trust,” under the law an individual who possesses a firearm on these premises in the Adirondacks could be charged with a Class E felony. As a result, SUNY-ESF made the decision to ban hunting on its Adirondacks properties to prevent hunters from being charged with a serious crime. This legislation makes the technical changes in existing law to once again open up these areas for hunting.

This isn’t the only example of unintended consequences the rushed process created when Gov. Cuomo used a message of necessity and bypassed the three-day waiting period to get the SAFE Act passed. Shortly after the legislation was adopted, the legislature had to go back and fix the law because it could have made criminals out of active duty police officers possessing weapons on school grounds. Other proposed amendments, like the SUNY-ESF amendment, have been left to linger. I am urging the governor to quickly sign this legislation so hunting can be restored in time for the fall.              

William (Will) A. Barclay is the Republican representative of the 120th New York Assembly District, which encompasses most of Oswego County, including the cities of Oswego and Fulton, as well as the town of Lysander in Onondaga County and town of Ellisburg in Jefferson County. Contact him at barclaw@assembly.state.ny.us or (315) 598-5185.