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5 Ways to Work With Existing Customers
I received an Ezine topic request this week on how to handle ongoing customer contacts without appearing to be a pest or without seeming to call just for another order (which was the reason this sales rep was calling!) Do you ever face this situation?
Staying in contact with existing customers is crucial for developing ongoing relationships and to making sure your customers continue to place orders with you.
But that line between just calling to get an order and truly calling to see if they have everything they need is thin indeed.
Here's the solution -- you have to honestly bring added value to your existing customers. In other words, you have to give them something they won't get from another source or wouldn't have found by themselves. Here are 5 ways to do that:
# 1 Think what your other customers are doing that help them (a success story) then script this out and call your customers to share it. And don't ask for an order!
# 2 Do some research about your product or industry and find an article or coming event and then mail or e-mail it to your customers. Follow-up with a call to go over it -- and don't ask for an order!
# 3 Go on a "How can I improve my service" survey. Call and ask your customers how you can improve and tell them you're dedicated to delivering the highest quality product and service and are open to how you can help them even more.
# 4 Call your customers and ask if there's anything they need help with. You'll be surprised by some of their answers. Ask them how businesses is and genuinely listen to their side of things. At the end, ask again that there's anything you can do to help them.
# 5 Start a biweekly ezine like this one about the industry you are in. Write a brief article or include other articles or industry news. Sign your customers up and believe me, you will be the one they think about when they're ready to order!
Although these ideas may seem simple, I guarantee that 80% of your competition are not doing any of them. Separate yourself from them by learning to help your customers and soon you'll learn what the Top 20% already know -- people buy from people they like, know and trust.
And this is how you create that.
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