Salespeople are wise to focus on their existing customer base to impact success during economic recovery. Competitors are getting creative and aggressive and existing relationships could be up for grabs … unless…you treat your existing clients like new customers. Think about how you treat new customers.During economic recovery, treat your customers like new customers by trying the following things:
* Conduct a thorough needs-analysis with them to make sure your solutions still are solutions. Their business has likely changed like the rest of the world.
* Find out where they need help and deliver.
* Figure out how your company can better service them – clear billing, better response on customer service issues, etc.
* Bring senior leaders to face-to-face meetings to thank them for their business and show how valuable they are to your company.
* Sincerely thank them for their business.
* Share new ways to solve old and new problems.
*Share industry expertise. Help them be innovative.
* Help them help their customers succeed.
* Learn everything you can about their business – you’ll recognize ways to help them the more you know their business.
* Be attentive, present and part of the team.
* Commit to quarterly business reviews to hold yourself accountable to the results you promised.
* Make sure they know all that you can do for them. (Exercise: Think of 10 things your top customers may not know about your offering that may help them.) Figure out how to share all your services without giving a sales pitch. Your competitors are sharing this information. It’s best to share this information in response to a business need they have.
* Be someone they can’t live without!
Competitors are gunning for your clients. Treat your existing customers like the gold that they are.
No comments:
Post a Comment