Monday, June 10, 2013

Compliments that Pay

Black patent pumps: fashion accessory, weapon, and engagement tool.

My shoes get noticed. Mostly because I’m double-tall, measuring at the average U.S. male height of 5’8”. However, put on my heels, and I catapult to six-foot, give or take an inch. That said my shoes tend to receive attention. And commented on. Regularly. Oh, and yes, they do tend to be quite fabulous.

On this particular day, I was in the hallway of the Gaylord National Resort (D.C.) setting up a table of Gitomer books, rocking my pair of professional, plain-Jane, black patent, square-toed pumps.

“Nice shoes.” The hotel employee commented as he walked past.
“Thank You.” I responded with a wide grin.

NOTE: Compliment a woman on something she is wearing and she is going to smile. Duh!

We chatted for a few minutes about his girlfriend, who is obsessed with shoes, and how, because of that, he had begun to notice other women’s shoes. It was a nice, surface-level, conversation.

Minutes later, another man approached and began speaking about how he was a big fan of Jeffrey and how he reads his weekly email magazine from top to bottom. I love meeting people who tout how loyally they read Sales Caffeine; it’s a measuring stick to see if they read the best part, my article!

We chatted for a few minutes about Gitomer and sales. However, nothing was mentioned about my shoes. Bummer! As the conversation was closing, I handed him my business card.

“Wait, you’re the Sales Barista?” He asked as he read my title.
I smiled. He really is a loyal reader. “Yes.”
“Oh I love your writing. One of my favorites, besides Jeffrey of course.” He replied.
I beamed. I am putty in your hands, sir.

NOTE: Compliment a woman on something she has accomplished and she will not only smile, but also light up.  AHA!

I reflected on the two interactions: two men, two conversations, two smiles, but two completely different compliments. The first was a surface-level observation compliment. The second was a knowledge-based engagement compliment. Big difference. Big. HUGE!

While the second compliment was off-the-cuff, unbeknownst to him, it was actually a well-prepared compliment. He knew me and knew my work, making him equipped to pay me a more engaging compliment.

Do you know how to connect deeper with your customers through the compliments you are paying?

How to give professional compliments that pay:

1. Compliment their Product (service). Study it, research it, Google it, use it. Get to know their product or service from the inside out and then give them a bona fide, I know what I’m talking about, compliment. Dive below the surface-level and learn more about how their products work, help, and produce for their customers.

2. Compliment their Process. The way they are conducting their business, their process for helping their customers, their process for recognizing employees, find something they are “doing” well and compliment them on it. The processes by which your customers operate make or break them. Be sure they know you are aware of how they are accomplishing greatness.

3. Compliment their Profit. Every company wants to be recognized for being successful and making money, your customers included. Blood, sweat, tears and caffeine go into making a company stay in the green. To commend a customer their profits will differentiate you from your competition and elevate your relationship to the next level.

I will always prefer to be recognized for my intelligence and accomplishments to my appearance. Compliment my shoes and you'll make me smile. Compliment my mind and you'll engage me in a conversation and possibly a sale. Compliments have profit power. How are your compliments paying you?

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit or contact the Michelle at Buy Gitomer via email at or by calling 704-333-1112.