When a customer places an order, it is
not the end of selling, it is just the beginning. Turn that one-off
purchase into repeat sales by developing a relationship with your
customers. Relationships do not sustain themselves. They take effort,
and all the responsibility lies with you. Your customer may not even
want a relationship. You have to take the initiative, not them. Find
excuses to remind customers that you are there.
Tell them when thir maintenance
contract is due for renewal, offer them upgrades, invite them to
exclusive previews, give them special discounts, and make sure ther
are among the first to hear about new developments. Devise valid
readsons for communicating and so keep your company's products or
services fresh in their minds.
Things to do:
1. Call customer with news and
developments.
2. If you cannot get in touch with
customers by phone, send an e-mail.
3. Drop in on business clients, if
necessary, having checked first that your visir will be convienient
to them.
4. Devise new ways of keeping customers
informed of special offers or events, sales and improvements in
service.
Using Customer Contact Cards.
Sustain relationships by mapping out planned customer contact. Keep
records of the contact made with each customer, any follow-up
required, and the outome.
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