Oftentimes, sales executives get so caught up in trying to say everything perfect to make the initial sale that they completely ignore the fact that if they do not maintain what they promised the customer, or that the customer is taken care of, in the end, the sale will be lost. The easiest way to gain sales is a referral. If you do not make your current clients happy, they are not going to refer you to someone else. Maintaining credibility with your current customers and making sure their needs are met is vital to being successful. Here are a few tips to make sure you keep your customers coming back for more.
Keep in touch with the customer after the deal is signed – In dating, everyone does their best to make the significant other is happy and satisfied. They are trying to sell the other on liking who they are. Then once they have both agreed on an exclusive relationship, all the extra effort people often put into dating completely goes out the window. This will often result in the relationship ending and you having to start all over again.
Like in marriage or in serious relationships, many of us in sales do not work so hard on making the customer happy once the deal is sealed. We get comfortable in the relationship and do not work to maintain it. Always, make a point to keep in touch with the customer and make sure all their needs are being met. If they are not, make a point to handle it for them and get them taken care of. The customer will be very appreciative and will not only continue doing business with you, but will more than likely tell someone else about you.
Do not make empty promises – Always do what you say you are going to do. If you told them you would call them in an hour, make sure you do. If you promised they would get a free item added to their package, make sure they receive it. Never offer things to customers that you cannot fulfill. Not only will this ruin your integrity within that relationship, but more than likely they are going to bad mouth you to other potential clients.
If you are not available for a phone call with your clients, make sure your voicemail is updated with what is going on and when you might be able to get back with them. Do not just have a generic voicemail or a voicemail that says you are away from your desk. This leads them to think you will call back soon. If you are in a meeting for several hours, make sure they know that. Leave an alternate person they can reach if they have an emergency and make sure that alternate person knows all about your customers.
If you are going away on vacation or call in sick, be sure to update your e-mail with an automatic “out of the office” reply so that the customer knows you are not just ignoring their e-mails. Within that automated reply, make sure there is accurate information and again an alternate contact in case of an emergency.
Doing these few things may take extra time out of your day, but in the end it will save you time and money in the long run. And not only will it save you time and money, it will make your boss happy and make you a sales person of integrity.
For more information on how we can help with your sales team, please visit http://www.tmicentral.com/ , e-mail us at aupton@tmicentral.com , or call us at 1-866-331-6044.
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