How to Improve Relationships with Customers You?ve Already Won
by lisafugere
shakersWork on your follow ups
Start by evaluating how you follow up with clients after you've closed a sale. A simple way to increase B2B sales productivity is to follow up with customers post-sale and offer them new services to build on your existing relationship. Don't make the mistake of failing to follow up on the first sale.Most importantly, following up with a customer and furthering your relationship with them signals to them that you are serious about making their lives easier. Also, the more they know you, the more they trust you.
Come prepared to offer additional products
Do a little homework after closing a sale and determine what you can offer that you know your client needs ? or will soon need. Since you've spent time getting to know the prospects' needs over your selling period, you should be able to take that information and turn it into new pitches. Your client will be intrigued by additional features or services that are specific to the client's company. The client will also be impressed that you are so focused on improving their company's success.
There's no such thing as one-time client
Implement the following creed with your sales team: There is no such thing as a one-time client. For every client you land, renewal pipeline is built. Keep up with constant communication with customers, cater to their needs and always offer them new products. A smaller group of returning clients, who will be inclined to refer you to other businesses, is more valuable and profitable than tons of one-time clients.