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Increase Sales by Building a Comprehensive Profile for Each of Your Loyal Customers
| Guest post by: Leanne Hoagland-Smith |
Article Overview: 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?
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Increase Sales by Building a Comprehensive Profile for Each of Your Loyal Customers
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 Staying True to Your Core Business
Taking Current Customers For Granted Is Something Your Business Cannot Afford
Focus Your Marketing On What You Do Well To Increase Sales While Avoiding the 500 Failure
Extraordinary Customer Service: Where Does It Begin?
To Grow Your Business Requires Closing the Gap Between Sales and Customer Service
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Assessment Business Building Check List Leadership Audit For Business |
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LEADERS
- L- Loyal
E- Eager to learn and serve
A- Active
D- Delegate
E- Efficient
R- Reliable
S- Smart
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Type of business with building
- If you owned a building and Wal-Mart was opening its doors across the street in a previously unoccupied area (along with 12-14 small shops), what type of business would you start?
Here are the considerations:
1. Money is a non-factor
2. Building is fairly large (10,000) square feet
3. Building is on the corner of a busy intersection (about to get much busier)
Re: Two Useful Books To Help You Focus On The CLIENT
- Hi David,
To add to your thread, I'd like to recommend Jonathan Tisch's "Chocolates On The Pillow Aren't Enough: Reinventing The Customer Experience".
Tisch's book includes content on "Welcoming Customers", "The New Art of Customization", "The Challenges of Customer Diversity" and "Offering Something Extra to Your Customers" to name a few.
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
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