Relationships Advice
Understanding Interpersonal Relationships
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The Key To Building Customer RelationshipsAlmost all sales people want to focus their attentions on pursuing new sales or getting further into those big accounts. But the successful sales people realized long ago that paying some attention to your existing accounts, no matter how small they are, is a significantly better investment in your sales time. It drives your business, it keeps your base of account on a cash flow basis, and repeat business is the sweetest business in the world. A followup with an existing customer, while it only takes a few minutes, pays back dividends in spades. The most effective followups will start immediately after the sale is made. A simple "thank you" will go miles in the long term relationship you want to forge. Another follow-up should be made after the delivery of the goods or services that you sold. Find out how they like it, find out if there are problems, and genuinely show an interest in their level of satisfaction. There are several other ways that you can implement to strengthen your relationship with your customers. The goal is to make sure that you are at the top of your customer's mind when he needs more of whatever you sold him in the first place: 1. A monthly newsletter to your customer is a great idea. This is not intrusive, the customer can read it at his leisure, but it keeps your name and your company in the forefront of their mind. This is also your opportunity to let them know about new products and services that you are offering. In other words, let them know that you are maintaining an interest in their business and you value the business they have done with you to date. Note that with spam laws popping up all over, and companies employing stronger spam filters for their business email systems, you should talk to your customer about this so that they can be sure to include your email address on their "approved sender" list. 2. Call them occasionally, at least every couple of months, if not more frequently. Leaving them a voice message does not count. While a voice mail is an easy thing to do, don't let the impersonal technology allow you to cross that action item off your list. Actually TALK with them, even briefly, it will go a long way. 3. Get together and do lunch with them occasionally, maybe quarterly. Again, you are showing an interest in them and the success of their business, and that will be appreciated. 4. If you have or can get the data, don't forget to send them a birthday card, an anniversary card or a card for other special occasions. You don't have a spend a fortune on this at the Hallmark store, but the act of doing it and hand-addressing the envelope will speak volumes about you. Never under-estimate what an existing customer can do for you. Keep the relationship active and alive on a regular basis, and it will pay off in spades for you. There is no harm in gently asking for a referral either -- just casually ask if they know of anyone else who may be interested in the product or service that you sell. Friends like to help friends, and if you are taking care of the relationship, asking for a referral is not at all out of line. Keep your customer business relationships active and well, because the repeat business you get from that customer as well as the referral business could very well be greater than the new business you MAY have gotten by focusing ALL your attentions on that activity. Humanity Love Relationships Teen Relationships Abusive Relationships Relationships And Control Issues Relationship Breakdowns Relationships Men Vs Women Relationship Myths
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