Searching
for excellence. The following four tips can help you and the team to
improve the sales results, increasing their revenue, and exceeding their
sales target.
Love the one you are with:
Many
companies invest too much chasing their new customers making sure that
their existing customers are happy with their work. Research tell us
that selling to the existing customers is between 5 to 15 times
expensive of acquiring a new customer. Customers retention rate can be
enhanced through publishing news letters on weekly basis that will let
you stay in touch with them for ever. News letters are easy to create,
in expensive to produce and can be distributed by mails.
Get feed back:
A
satisfied customer has always returned to buy more, buy things more
often and something different than a customer who is less than
satisfied. The most successful companies poll heir clients immediately
following a purchase in order to gauge in the level of satisfaction and
necessary changes in the sales and service programmes. If you do not get
any feed back from your customers in a while pick any day from the
month and call your customers to know what they feel about you.
Get Connected:
According
to a recent gallup study the customers who are emotionally attached are
the ones who spend more time than the ones who are simply satisfied.
And to create emotional connections you need tto be personal. Have your
sales reps hand written thank you cards after each first time sale. Keep
a track of your customers on the important dates such as anniversary of
the day they stated doing business etc. Plus, make a point of connecting with customers on holidays throughout the year.
Make a Direct Link:
Establish
a direct link with each of your customers regardless of how many layers
of distribution lies between you. A restaurant owner can do this by
coming around and chatting personally with diners.
A
CEO of a large company can do it with a newsletter or maybe a hotline
phone number. To reinforce this direct link, get in the habit of
contacting your customers at various times throughout the year. For
example, send them an email to:
Introduce new products or services
Provide useful and valuable industry information;
Giving special recognition
announce sales season
giving an advance notice of the upcoming products and services
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