If you are not calling on your users with regularity you are missing out on a valuable sales resource. By not making user calls you not only neglect your valued customers but you also limit your ability to get more business from them in the future.
Making follow up calls after the sale and making sure that all is well with the customer is well worth the effort. You should make sure that the customer got what they ordered and what they were sold. This not only saves you time in the future from any problems that may arise but it also builds up tons of good will. By making these calls at the proper intervals and offering a little explanation here and there, you can save yourself a lot of trouble in the future and head off problems before they occur.
The good will you gain by calling on your customers with regularity builds a foundation for future sales. The part most salespeople fail to see when they call on their present customers is that it is a great source of future business. They look at these calls as just necessities and not a source of new business. Since you already have an entree into the account it is an excellent way to create more business. Furthermore these customers can also be used as a great referrals.
Staying current with present customers :
Heads off problems before they occur.
It creates good will which leads to more business.
By being noticed in the customers office you become someone they look towards for answers and accept as being a part of the team.
Cultivating the customer makes them a good source to use as a future referral.
In essence calling on your present customers at proper intervals is not a waste of time. It can be a great source of new business.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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