Keep in touch programme
Staying in touch with your client is
the lifeblood of any business
What are we
actually trying to achieve when we see a potential client
for the first time?
We are attempting
to build a relationship with the client that will be
beneficial to both parties. Yes, you are there to sell your
product or service but unless you build the relationship,
it's not going to be a long term solution and you'll battle
to get repeat business.
It takes consistent effort to build successful long term
relationships so why do so many sales people spend so much
of their time trying to solicit new business and not enough
time looking after their current client base.
The reason most
sales people do this, is because either they think they can
generate larger sales from a new client and because the
current client has already purchased, it is a forgone
conclusion that they will continue to buy without much
coercion. (Big Mistake) Any business that has been going a
while will tell you that on average 80% of your business
comes from 20% of your clients.
selling is the key to retaining your current client base and
if you neglect this important aspect of business, you will
consistently be looking for new clients as your current ones
go elsewhere. Lets face it, if your opposition contacted one
of your clients who are receiving excellent service and
enjoy dealing with you, the chances are, they won't even get
an appointment to see them.
successful business is all about gaining clients and once
you have them, lock them in, in a way that is beneficial to
both parties - (Win Win)
This is where the 'Keep in Touch' system comes into it's
own. You've done the hard work getting the client. Don't
make the mistake of neglecting them once they've purchased.
Build the relationship to the degree that when they think of
anything related to products and services that your
company provides, they automatically think of you.
Clients don't only want to be told that you care, they want
to feel that you care.