You´ve welcomed the customer (or been welcomed) you´ve probed for needs and wants. You´ve practiced active listening and you´ve overcome objections. Then you closed the sale. Your Positively Outrageous Customer Service has wowed him and you´ve enjoyed exceeding his needs.
Now you and your customer are ending your meeting. What´s the last thing you should say to him?
If you guessed "Thank you!" you´re close. That´s the next to last thing you should say.
What´s the one thing you want your customers to do once they leave your business?
Answer: You want them spreading positive word of mouth advertising for you. Studies have shown that customers having a positive experience feel obligated to tell others about their experiences. You´ve done something nice for them; they feel obligated to return the favor.
This may be the most powerful sentence you utter during your entire time together. Having all employees say these ten words to each of their customers as they end the encounter can create more business for your company.
Therefore, as you smile and make eye contact, the last thing you should say to your customer after you thank him is, "We´d appreciate it if you´d tell your friends about us."