Let Your Customers Be Your Best Sales People
Why not let your customers work for you ? It makes sense to utilise the best sales team available and satisfied customers really are your best ambassadors. Let us look at ways to use this resource in the most effective way.
- Be sure that your customers feel valued by you and your business. A positive relationship builds loyalty and commitment to you and your goods or services. When they feel respected and valued they will be more likely to refer you on to others. So remembering them, who they are, what they want and need from you, maybe recommending things thatwould help them is all part of building a loyal customer base.
- Be confident enough not to sell. Customers appreciate someone who has enough integrity so say that they do not need something, or that it will not benefit them. A friend who was regularly top of sales for her national company had no problem telling her customers not to buy if she felt that something was not suitable for them. She saw the bigger picture, that they learned to trust her, and that was an important component in their relationship.
- Be seen to deal with any problemsor complaints quickly and efficiently. Whether they are right or wrong, listening to your customers and responding quickly to their issues is a crucial part of maintaining satisfied customers.
- Ensure that your customers are clear about the fullextent of what you provide. They need to have a general overview of your business and appreciate the different areas that you are available to work in. They may only use you for a specific thing at the moment, but in the future they may have other requirements that you can help them or their associates with.
- Let your customers be aware of your company values, integrity and ethos. That there is more to you and yourbusiness than just the goods and services that they buy. This is a powerful way of enhancing their opinion of you. For example, you may have a commitment to staff training, or recycling or being environmentally aware. All these factors can influence someone to see your company with more respect than before.
- Ask for feedback. It can be done in an anonymous way, but customers see your business from a different perspective than you. They may well have good ideas or a sense of things that could be improved and made more efficient. Feedback from your customers about different aspects of your business is invaluable.
- Have your customers or clients got any contacts who would benefit from your business ? Ask for leads. Your customers may not have thought about referring you to someone. An introduction voucher can be a powerful way of motivating them to think about who they know. Either give a cash bonus or a discount once a referral makes their first purchase.
- Keep in touch with existing customers by regular mailshots or email. This can be a useful way of keeping them up to date about your business, new products being launched, introduce different parts of the business, provide training in certain products' usage.
- Provide training and networking events for your customers and their guests. For a minimal cost you could host seminars or conferences and provide a free buffet. Your customers get to meet other people in associated fields, bring their own contacts and have the opportunity to learn more about your businesswhilst enhancing their own connections. Their improved success benefits you too. It is potentially a win/win situation for all involved.