If I Trained Sales Reps
24. Ask customers what they expect. Keep notes. Everyone will have a slightly different answer. Let them know you’re paying attention. This isn't a "once and done" conversation. It should be ongoing.
25. Create opportunities to help your customers network with one another. Customers like meeting their peers. Do it virtually, but better yet, have real events (coffee meetings luncheons, seminars, dinners) where your customers can mingle. Holy cow, you’ll shoot up to #1 on their list of favorite partners.
This list comes from over 20 years of my being a corporate print buyer or working with them, hosting events for them, and listening to them. At the end of the day, successful sales reps respect their customers and strive to deliver what each one expects.
Long regarded as a print buyer expert and trade writer, Margie Dana launched a new business as a marketing communications strategist with a specialty in printing and print buying. She is as comfortable working in social media as she is in traditional media, and now she’s on a mission to help clients build customer communities through carefully crafted content. Dana was the producer of the annual Print & Media Conference.
Although she has exited the event business, Dana is still publishing her Print Tips newsletter each week. For more details and to sign up for her newsletter and marketing blog, visit www.margiedana.com