How often do you take advantage of your client relationships?
Most entrepreneur’s bank the first sale to a new customer and don’t even think about going back for more business from that same person.
How often have you gone back to a particular customer and given them an opportunity to purchase again from you? The response for most entrepreneurs is never!
Did you know that only 3% of all customers are ready to purchase at this moment?
The majority – 97% are not. They need to be nurtured continuously until the moment they are ready to purchase. For the businesses that do this well, their sales go through the roof.
Most business executives agree that in order to retain customers, it is critical to build customer relationships. But whose job is that? In a word: everyone’s. In fact, research shows that most customers don’t end up making a commitment to purchasing until you market to them somewhere around six times. Existing and past customers are often times neglected by businesses. They take them for granted and figure that they will come in when they need to make a purchase.
Organisations like this are passing up a tremendous amount of potential sales due to their relaxed attitude to their existing and past customers.
To build customer relationships that lead to achieving increasing revenue goals, companies must :
- Demonstrate a customer-centric attitude.
- Assess continuing needs by making contact with the customer.
- Cultivate great customer listening skills.
- Deliver effective presentations.
- Answer queries, and take care of negative feedback in a positive manner.
- Ask for the order, don’t just assume it is forthcoming.
- Assure new customers they are in good hands and making the best purchase decision.
So how often are you contacting your prospects?
Powerful customer relationships are essential to business success. But, they aren’t built overnight. Just like personal relationships, it’s important to cultivate and nurture customer relationships. When organisations develop warm relationships with their customers, it can lead to loyal clients, positive word of mouth and increased sales. On the other hand, while meaningful relationships require time and effort to build, they can fall apart quickly. Relationships taken for granted deteriorate quickly if allowed to. The key thing to remember is that strong relationships are built around making the other person feel important. When you accomplish this on an ongoing basis, success will follow.
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