Increase Sales by Building a Comprehensive Profile for Each of Your Loyal Customers
Increase Sales by Building a Comprehensive Profile for Each of Your Loyal Customers
Having information is great especially when you can use that date to increase sales? Unfortunately, many sales professionals are too busy working new sales (a.k.a. prospecting) that they fail to mine the existing veins of gold (loyal customers).
The following are some questions that should help you begin to collect detail data about your loyal customers:
1. Do you know what is going on within your customers’ businesses? Sales Coaching Rationale: By knowing your customer’s business, you can offer help when needed and continue to build loyal customers.
2. Do you know what is going on within your customers’ marketplaces? Sales Coaching Rationale: Given that today’s market place is global, keeping abreast as to what is happening within your customers’ marketplaces, shows that you truly understand their challenges.
3. Do you know personal information about your customers such as birthdays? Sales Coaching Rationale: Receiving personal notes on birthdays or other such special days, demonstrates that you care about your customers and not just about the dollars that they direct your way.
4. Do you know what your customers like to read? Sales Coaching Rationale: If you know what your customers like to read, you can send articles or recommend a good book. This saves your customers time and is very much appreciated.
5. Do you know any recent and specific achievements that your customers have earned? Sales Coaching Rationale: Everyone likes to be acknowledged for their achievements. Receiving a special note, shows that you are on top of local business news and demonstrates that you bring additional value to the relationship.
6. Do you know the sales cycles of your customers’ businesses? Sales Coaching Rationale: Most businesses have sales cycles. When you know those cycles, you will not be calling when your customers are very, very busy, but instead you have already called on them in preparation of those forthcoming busy times.
7. Do you know your customers’ customers? Sales Coaching Rationale: Knowing your customers’ customers helps you to understand exactly where your products or services fit within your customers’ supply and delivery chains. By working back words, you may also discover some additional value that you can add to your existing products and services and you may be even able to charge more because of this value.
Bottom line is when you have specific and detailed information about your loyal customers, you become that trusted adviser who is always putting your customers first and your own business needs second. Through this relationship of trust, you now can increase sales, build even more loyal customers and probably receive a lot more referrals in the process.
Increase Sales by Building a Comprehensive Profile for Each of Your Loyal Customers - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Do you know your customers beyond the regular sales that they generate? Do you take the time to build a comprehensive profile for each of your customers? What would happen if you took such decisive action?
Having information is great especially when you can use that date to increase sales? Unfortunately, many sales professionals are too busy working new sales (a.k.a. prospecting) that they fail to mine the existing veins of gold (loyal customers).
The following are some questions that should help you begin to collect detail data about your loyal customers:
1. Do you know what is going on within your customers’ businesses? Sales Coaching Rationale: By knowing your customer’s business, you can offer help when needed and continue to build loyal customers.
2. Do you know what is going on within your customers’ marketplaces? Sales Coaching Rationale: Given that today’s market place is global, keeping abreast as to what is happening within your customers’ marketplaces, shows that you truly understand their challenges.
3. Do you know personal information about your customers such as birthdays? Sales Coaching Rationale: Receiving personal notes on birthdays or other such special days, demonstrates that you care about your customers and not just about the dollars that they direct your way.
4. Do you know what your customers like to read? Sales Coaching Rationale: If you know what your customers like to read, you can send articles or recommend a good book. This saves your customers time and is very much appreciated.
5. Do you know any recent and specific achievements that your customers have earned? Sales Coaching Rationale: Everyone likes to be acknowledged for their achievements. Receiving a special note, shows that you are on top of local business news and demonstrates that you bring additional value to the relationship.
6. Do you know the sales cycles of your customers’ businesses? Sales Coaching Rationale: Most businesses have sales cycles. When you know those cycles, you will not be calling when your customers are very, very busy, but instead you have already called on them in preparation of those forthcoming busy times.
7. Do you know your customers’ customers? Sales Coaching Rationale: Knowing your customers’ customers helps you to understand exactly where your products or services fit within your customers’ supply and delivery chains. By working back words, you may also discover some additional value that you can add to your existing products and services and you may be even able to charge more because of this value.
Bottom line is when you have specific and detailed information about your loyal customers, you become that trusted adviser who is always putting your customers first and your own business needs second. Through this relationship of trust, you now can increase sales, build even more loyal customers and probably receive a lot more referrals in the process.
Increase Sales by Building a Comprehensive Profile for Each of Your Loyal Customers - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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