Once a sales person turns a prospect into a customer there are many directions the relationship can go. It’s important to teach the proper tactics so that each customer has a greater potential of becoming a long term customer. You have to handle each relationship carefully because one small mistake could make your customer go elsewhere. We realize that there are so many different approaches people use to attain customers and it varies from person to person. But there are some common mistakes that can be traced among all these different approaches. Below are 3 relationship mistakes you will want to read and think about when dealing with customers.
- Not following up in a timely manner. This can come off like you don’t care and that the person is just another sales call. Come up with a system so that you don’t forget to reach your customer via an automated email or a calendar reminder to make a call. Also, remind them that if they need anything to call you. Make them feel like you are their go to person for any of their needs.
- Not knowing when the lead is dead. Pay attention to what your customers are saying through their actions. Study how they are responding to different forms of communication. Are they clicking through on your emails or just opening them and deleting them? Take a deep breath and let them do some of the talking. Listen for what their needs really are and assess if it’s something you can provide. If not, then move on to someone you can help.
- Not asking for referrals. If you have a customer that knows your products and services are valuable, and they have a certain level of trust, then you need to take advantage of that. There are a few ways to go about doing this. You can ask your customers to make referrals during your regular calls or visits or you can create a referral program. The referral program may be more effective since the customer will be getting some benefit out of referring people.
The most important thing in any relationship is building trust, which takes time. Remind your sales team to give each lead or customer the attention it needs. One missed follow up can be a huge missed opportunity. What other tips do you have to add?
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