Good morning!
I ran across the following quote somewhere in the midst of an Internet search. Simple things in life make me happy. This simple thought is a worthy goal for us all:
…the best relationship we can have with our customers comes when they become emotionally connected to our company. If a customer is loyal only to a one-time deal, the relationship is at risk. Remember that customer relations and sales are never steady or stable. They are either getting worse or getting better. Face the uncomfortable fact that no matter how great the service was your team provided yesterday, it was yesterday!
Customers look to your company to continually provide evidence of the value of a relationship. If your team can build that value, they will build sales.…
Let’s break this down:
- The best relationship we can have with our customers comes when they become emotionally connected to our company - How do you make this happen? Through branding, mostly, but also by caring about them. It might help to have a fun and creative work environment, too.
- If a customer is loyal only to a one-time deal, the relationship is at risk - This gets to the personality of the client; who they are, what they value, and the role their vendors play. Sales needs to ferret these things out ahead of time in order to determine the potential for a long-term relationship.
- Remember that customer relations and sales are never steady or stable. They are either getting worse or getting better - List your top ten accounts, give each a thought, and put an up or down arrow next to each one. Then - and this is the important part - recognize that it’s the up arrows that are more at risk.
- Face the uncomfortable fact that no matter how great the service was your team provided yesterday, it was yesterday! Customers look to your company to continually provide evidence of the value of a relationship. If your team can build that value, they will build sales - What. Have you done. For them lately?
This is a powerful quote that requires your attention and consideration. If you are in sales, sit with a blank pad of paper and think through each point. If you are in management, you might want to print and post this one where everyone on your sales team can see it.
Need sales?
Bill Farquharson can drive your new business sales momentum. See his training programs at AspireFor.com or call Bill at 781-934-7036. His email address is bill@aspirefor.com
To talk about what I can do for your sales team in the form of a live presentation, workshop, or individual training, either call or hit this link and jump on my calendar.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.