Three Steps To Customer Loyalty
Three Steps To Customer Loyalty
Loyalty is having a client that sticks with you, even when your competitors come knocking, because your relationship is so strong. That kind of loyalty will weather all kinds of competitive attacks, even better pricing offers, because your clients are buying you and the value you bring to the table.
There are several steps to developing this kind of loyalty. First and foremost, you have to deliver what you promise and more with your product or service. You know the saying, “underpromise and overdeliver.” Most salespeople do the opposite, so they are immediately in a negative position with their clients. Is it any wonder that they are quickly moving on to the next sales transaction and not looking back?
Second, you have to stay connected to the delivery or implementation of your product or service. Even if you hand off the client to your operations or customer service department after the sale is made, you want to stay connected and involved at some level. At the very least, your client needs to know that you are his advocate and that you will be there as needed for any questions or issues that can’t be handled through the proper channels.
Third, you have to keep the channels of communication open. No relationship will flourish and mature without open and honest communication. Solicit feedback long after the sale is made. Ask questions about your product or service and its uses and benefits to your clients as they are using it. In addition, make sure the communication between your clients and yourself is consistent and ongoing. How often and in what form depends on your business and the type of clients you have. The point is that you should make deliberate decisions on how often you connect and how.
A good practice is to develop systems around staying connected. In other words, don’t leave it to chance or try to wing it. If you do, things will likely fall through the cracks. Using CRM (customer relationship management) software can help you manage your relationships better. Anytime you can automate the process, the easier you will make it on yourself. In fact, a recent survey of 1,337 companies by Jim Dickie and Barry Trailer found that the right CRM system that was properly implemented increased cross-selling/up-selling by 102% while decreasing the cost of the sale by 31%.
Three Steps To Customer Loyalty - To learn more about this author, visit Will Turner's Website.
Like this article? Share it with your friends
As a prime source for repeat business and referrals, your relationships with customers have to be given top priority. After the sale is made is when you can really strengthen the connectivity with your client. This is the time where you can develop unshakable customer loyalty.
Loyalty is having a client that sticks with you, even when your competitors come knocking, because your relationship is so strong. That kind of loyalty will weather all kinds of competitive attacks, even better pricing offers, because your clients are buying you and the value you bring to the table.
There are several steps to developing this kind of loyalty. First and foremost, you have to deliver what you promise and more with your product or service. You know the saying, “underpromise and overdeliver.” Most salespeople do the opposite, so they are immediately in a negative position with their clients. Is it any wonder that they are quickly moving on to the next sales transaction and not looking back?
Second, you have to stay connected to the delivery or implementation of your product or service. Even if you hand off the client to your operations or customer service department after the sale is made, you want to stay connected and involved at some level. At the very least, your client needs to know that you are his advocate and that you will be there as needed for any questions or issues that can’t be handled through the proper channels.
Third, you have to keep the channels of communication open. No relationship will flourish and mature without open and honest communication. Solicit feedback long after the sale is made. Ask questions about your product or service and its uses and benefits to your clients as they are using it. In addition, make sure the communication between your clients and yourself is consistent and ongoing. How often and in what form depends on your business and the type of clients you have. The point is that you should make deliberate decisions on how often you connect and how.
A good practice is to develop systems around staying connected. In other words, don’t leave it to chance or try to wing it. If you do, things will likely fall through the cracks. Using CRM (customer relationship management) software can help you manage your relationships better. Anytime you can automate the process, the easier you will make it on yourself. In fact, a recent survey of 1,337 companies by Jim Dickie and Barry Trailer found that the right CRM system that was properly implemented increased cross-selling/up-selling by 102% while decreasing the cost of the sale by 31%.
Three Steps To Customer Loyalty - To learn more about this author, visit Will Turner's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
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 |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Will's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Business Coaching Powerful Living Manners, Positivity, Heroics Working with Wisdom Think Networking |
|
 | ||
 |
The Top 10 ProBlogger Posts
Best Posts for Bloggers | |
 |
Top 50 Marketing Blogs
Top Blogs To Watch In 2008 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||||
| ||||||||||||
|
|
||||||||||||