Economy and Business Info
How to deepen relationships with customers
It is true that you strengthen your relationships with your existing customers, give them good service, market constantly, make sure they are satisfied and continue to buy, you could put your business at risk if you fail to attract new prospects and convert them in your customers . The larger and more diversified your customer list, the less chance that your sales will drastically reduce and, therefore, that your income will be affected.
As you work with your current customers, just do it with the potentials.
Did you know that if you follow up to your potential customers can quintuple your chances of closing business with them?
You may find it incredible, but it’s your steady presence in front of your potential customers which, in the long run, will do business with you. While that does not mean that at this very moment you should go out and try to close deals with anyone who comes to your door. You better stop for a moment to think what exactly is a potential customer for you.
· This is someone who has expressed interest in your products or services?
· Or, rather, someone who needs your products or services?
· Or just those people or companies you consider to be your ideal clients?
· Or, perhaps, those who have not purchased your products or your services used yet?
· Or all the above?
And exactly how you heard about that potential customer of your existence?
· He was someone who telephoned asking for information?
· Someone who responded to your efforts brochure or telemarketing or any other proposal or offer sent by mail?
· Just someone who is registered on your site or someone you referred someone you know?
I do not need anything right now
Even your most loyal customers will tell you at some point they do not need your products or services … or maybe just doing business with someone else …
Whether you know more or less, whether you need something right now or not, you have a plan that allows, when the situation changes, your current and potential customers immediately remember you … and you call right away!
Your monitoring plan
Some time ago, working as a corporate account manager for a multinational company, my supervisor asked me the “easy” task of selling to a “single” client. It was an oil company that appears among the top 500 companies in the world.
At that time the corporation was formed by a parent, and twenty-five subsidiary companies “minor.” I was assigned a sales quota commensurate with the size of this corporation and wished me luck. Anxiously awaited my sales reports, they said. They also mentioned that he could call if she needed help. I nodded without answering.
The next seven years I distributed my time between the parent company and five subsidiaries. I traveled to each of the regions that had offices in the little free time I had left, I visited many times as I could each of the twenty subsidiaries.
But more importantly, even years later, I maintain close contact with many of my customers and prospects at the time. The relationship is still intact and many businesses have closed over the years thanks to this relationship.
Coincidence? Was it very bright in my work?
The truth is that neither the one nor the other (although I like to think I did my best to benefit my client). The reason why the relationship continues to exist is simply because we keep in touch.
How do you stay in touch?
A call. An email or a personalized letter. A report or a book. A note of congratulations on the birthday of his wife or children or some important event in your life. But above all, take the time to meet your potential client, to establish a personal relationship.
You want to try an electronic newsletter as MercadeoBrillante.com? Then be sure to incorporate elements of personalization that Diana used:
· Ask your prospect what their biggest concerns.
· Ask about the topics that interest you.
· Ask them to send your questions and, above all, make sure to resolve them.
· Create content based on the responses you receive from your prospects.
· Create Products Based on your needs.
How often you should contact your potential customers?
There is no magic number. Once a month, once every month and a half or two months. But, yes, call at least once every quarter. Remember that there is nothing that can replace the effect of a conversation (especially if it is face to face).
What we must do is increase the contact when your potential customer is one who approaches you. Do not ignore it. Be sure to answer and, above all, to help.
And to finish out that, if you do not follow up your prospects will never become your current customers.