BASICS OF SALES

It is always beneficial to be in front of the customer as often as possible when you have something important to relate. There is nothing better than one on one contact. There are however certain instances when this may be impractical and the phone would be the better choice.

When you have to inform many customers quickly about impending events, the phone is the way to go. The idea is to reach all your customers quickly, and these are some of the instances where phone contact should be the method of choice.

A- If a price change is coming up a quick call alerting the customer will garner you not only favor but orders.
Customers not only need the information but they must keep abreast of things to perform their job correctly. Remember they also report to superiors and no one likes to be thought of as being caught unaware.

B- Notification of a change in the product line.
Products being added or dropped. This affects ordering patters. Let your customers know as soon as possible so they can stay on top of things.

C- Limited time specials and offerings.
Time here is of the essence. Purchasing agents do not appreciate being told that certain offerings are history and consequently they miss out on the special. It costs their businesses' money and they will remember your negligence in the the matter.

D- An impending event that will increase the demand for your product.
Your customers should get this information as quickly as possible so they can take advantage of it and more importantly set funds aside for that particular purpose.

You should use the phone to reach as many customers as possible in the limited time available before any event takes place that affects the customers' buying pattern.
There are many more instances I could relate, and I am sure you yourself can supply. The idea is, know when to use the appropriate method that best satisfies what you need to accomplish. When many or all of your customers need to be alerted in the shortest possible time: the phone is the best tool to use from your sales bag.

Thank you
Joe D'Ambra
www.basicsofsales.com
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