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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