Five Reasons You Should Talk to Your Customers More
Sometimes we focus on new business too much
The race is always on to win more and more new customers. But in this relentless frenzy of activity, it is easy to forget about our existing clients. However, they are very valuable. Not only do we need to retain our existing business, talking to clients can also create more business. These conversations can lead to your clients spending more. But they can also lead to them helping you win valuable new customers as well.
Here are five reasons you should talk to you existing clients more:
They tell you what they want
I always ask clients what else I could do for them. Often, they tell me other products or services they would like me to offer. This gives me ideas for expanding my business. More importantly, it stops me losing clients to the competition because I don’t offer everything they need. There’s another advantage to this approach.
They learn what you offer
I am often embarrassed when clients tell me what else they want. That’s because I often offer that service or product already! I just haven’t done a good enough job of telling them before. The right conversation helps me put that right. But learning this helps me in another way.
They help you understand what similar organizations want
Having this sort of conversation with my clients helps me create an effective sales approach for similar organizations. If I am selling effectively to this client, then the same approach should be equally effective at other companies that are just like them. The new business approach can go further than this. Here's another new business advantage of this sort of approach.
They can give you referrals
I always ask good clients if they can introduce me to other people who may be interested in what I offer. These referrals can lead to much warmer prospects who convert much more quickly. There’s one last vital reason to talk to your clients.
They feel valued
One of the biggest reasons why customers leave and go to new suppliers is perceived indifference. They don’t think their suppliers care about them enough. Often, if it seems to be running well, we leave a relationship alone. And that’s when the competition has the best chance to steal your client.
Talk to your customers more!
You need only spend a little time each month doing this. But the conversations can be extremely valuable.
What do you say to a customer during this type of conversation?
Purchase the premium version of How To Stop Print Buyers Choosing On Price and I share my client interview template. This covers all the questions that I ask current customers and a full interview outline. You also learn how to use the customer conversations to create sales messages for similar customers.
PS Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."