Thoughtful Thursdays – A sales process to consider – Part 6 – Sustain
Today’s sales thought, sustain, is the last in the series A Sales Process to Consider.
Repeat business and referrals begin with a successful close. They are realized through continued relationship building. You have worked hard to make the sale; how do you sustain the momentum?
There are a variety of ways to maintain and grow a business relationship. It is not very different from other kinds of relationships. Would you want to hear the same stories time and time again? How does a lack of regular communication sound?
Here are a few suggestions that might help you sustain and grow your business relationships.
- Call in depth and get to know as many people who work for your customer as possible
- Set up search alerts to stay current with your customers’ industry and their customers
- When you follow up, have something new to talk about. The stronger the relationship, the less this might be about business and lean more towards personal interests
- It is nice to get out of the office once in a while, so suggest off-site meetings
- Be genuinely interested in their business. After all, if they were not in business, they would not be a customer. If they succeed, your business will likely grow with them.
- Think in terms of lifetime value of the customer. Over several years the dollars spent by a happy customer with your business can be more significant than you realize.
Any of the above can help build a long lasting, mutually beneficial relationship and I am sure you can think of more ways.
Remember that people will buy from people they like. Treat your customers like gold because that is what they represent to your business.
Regular and consistent follow up with your customers goes a long way to sustaining and growing your business with them.
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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