Tweet

Three Keys To Attracting And Retaining Customers Or Clients

Written by: Virden Thornton

Article Overview: By carefully studying the attributes and techniques used by suc­cessful sales representatives from a cross-section of industries and professions, you can determine what it really takes to sell your products or services.

Three Keys To Attracting And Retaining Customers Or Clients

By carefully studying the attributes and techniques used by suc­cessful sales representatives from a cross-section of industries and professions, you can determine what it really takes to sell your products or services, maintain high quality customer or client relationships, and upgrade your organization's present base of business. Once you really understand the motivation and methods used by top sales professionals, you will be in a better position to consistently generate more sales for your firm or company.

Findings from the daily sales activities at The Selling Edge®, Inc., and extensive research by others into successful sales promotions, have identified three underlying attributes or success factors that assist top sales professionals in building and maintaining a profitable customer or client base. As you set out to attract new business and increase the profitability of those customers or clients you presently serve, these three factors must become the foundation on which you build every promotional activity.

I. EFFECTIVE COMMUNICATIONS

Developing effective and consistent two-way communication skills is the first component in establishing and maintaining a selling edge and developing long-term customer or client relation­ships. It is accomplished through practice and constant exchange of thoughts, feelings, and reactions with those customers, clients or prospects who have a distinct need and ability to acquire the products or services that you provide.

A prospect's or customer's thoughts and feelings can easily be discerned by talking to him--asking open-ended questions and really listening to what he has to say about his family, background, employment, goals, hobbies, and interests. Then you can use what you have learned to create a long-term, mutually profitable working relationship.

II. ACHIEVEMENT DRIVE

The right attitude--a strong, overpowering will to succeed (success motivation) is the second key to achieving consistent sales. Studies show that top sales people from every field of endeavor have more desire to achieve than the vast majority of their peers. They also gain personal satisfaction in helping other people make sound buying decisions. This gives them the energy, stamina, enthusiasm, and compelling motivation to attain the edge that produces higher rates of sales and high quality customer service levels.

To success­fully sell your products or services, you need to develop a strong desire to succeed. Our research reveals that success motivation can be learned and heightened with a positive attitude about yourself, your products, and services through creative mental imagery, and by developing specific, written sales and promotional goals.

III. DAILY PLANNING AND PERSONAL MANAGEMENT

“The mere possession of selling techniques does little to insure success. It is the person's attitude and work habits that are important.”

Dr. Richard H. Buskirk
Associate Professor of Marketing
University of Colorado

The third concept to be mastered, if you are to achieve success in selling, lies in your ability to schedule your time wisely and work effectively during the periods you allocate to your sales promotional activities. Major studies have conclusively demonstrated that sales profession­als are successful not because of any special or unique selling techniques they use or a sales personality, but they succeed because of the positive disciplined approach they bring to their work.

Related Articles
  Why would someone come to work for you?
  How To Attract Clients: The Magic Formula
  Harnessing Human Resources for Sustainable Competitive Advantage
  7 Keys to B2B Social Media Success
  3 Keys To Attracting Leads, Clients and Sales to You Effortlessly

Article Tags: customer service, motivation, success factors, success motivation, The Selling Edge Inc, top sales



Related Forum Posts
20% increase - One of my businesses uses a system to help business owners manage customer relationships and encourage more referrals. I'm finding that this economy is making business owners take a second look at their business and it's assets (aka customers) to see how they can leverage them. Make those Customers (one-time sale) into Clients (repeat sales). I'm finding them more open to having this discussion with me and the results are speaking for itself. Everyone I've worked with so far has seen at least a 20% increase in sales or referrals within 4-6 months all done by managing an existing relationship.
Re: The Top 50 Productivity Blogs Of The Year - Retaining productivity in everything that we do is one crucial aspect not only in business but also in the entire life. Too late to view this list although I'm enjoying reading it!
Re: Who Did You Learn Most From and Why? - Hi Martin, You missed out on the most essential community that helps you grow - Your Clients. Well, I believe that my Initial Clients have been the ones who have given me the moments of 'aha' in my business. They have stood by me even when I was a starter and that has helped me shape and build my stand. They have helped me grow as an entrepreneur, learn to have loads of patience and make the most of what comes across. They have also helped me to strengthen me as a person. btw, personally speaking, my Grandfather always kept me on track and lent me emotional support when I was down in any matter - be it business or otherwise.
Re: How do you back up your computer? - I am a backup-olic. I use several Disk-On-Keys and I also back up on a DVD.
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.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Why SEO is important for your online success

9 tips to increase ROI in PPC Campaigns

Work at home Opportunities for the Disabled

Suggestions

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.