Thoughtful Thursdays – A sales process to consider – Part 6 – Sustain

Sustain, today’s thought, is the last in the series A Sales Process to Consider.

Repeat business and/or referrals from your customers begins with a successful close and is 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
- 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 as well
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
Suggest an off site meeting if it is convenient
- It is a treat to get out of the office
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

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 be inclined to buy from people they like. Treat your customers like gold because they are.

Thoughtful Thursdays – A sales process to consider – Part 6 – Sustain

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