Written by Sean McPheat |
When I talk to salespeople who have been in the business for a long time, they most often agree that the last two or three years have been the hardest time they have gone through.
The global downturn has hit many salespeople really hard. Yet, there are those who have thrived and prospered during this downturn and kept many of their customers loyal and built good long-term relationships with them. What’s the secret?
There isn’t one! What you need to do is concentrate on how you can increase the costs of them switching to other suppliers and also reduce the chances of having to fight price wars to keep your current customer base.
Here are some ideas:
On our sales courses, many people ask for advice on prospecting for new business, getting new clients and getting through to new buyers. Few, if any, ask for suggestions on keeping current customers loyal. It would be good for you to assess your current customers and not get complacent about the quality of service you offer them.
Spend as much time as you can nurturing the relationships with your current customer base. It’s easier than having to prospect for new business because you’ve lost old ones. Keep a close eye on what their main concerns are and you’ll keep your long-term customers happy. And that can only be good for business!
Happy selling!
Sean
Sean McPheat
Managing Director
Originally published: 8 October, 2010
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