The real work begins after the sale.

jjones4574

jjones4574

New member
Never be under the illusion that once that you have made a sale that "its" over, because "it" isn't. In fact top sales professionals know that the real work begins after you make a sale, the real work being follow-up, great customer service,and establishing and maintaining a close working relationship with your customer for life. It is what you do once you make a sale that will determine the true value of the sale. If your goal was simply to close that particular sale then you're done, but if your goal is to continue to profit from the work and time you have invested into establishing a trust relationship with your new, but still fragile, customer then get back to work. Assuming that customers will stay loyal to you because they have purchased service from you once is false thinking. According to the U.S. Small Buisness Administration in excess of 60% of consumers stop doing buisness with a company because they feel they are being ignored and forgotten after the original sale. Couple that startling statistic with the fact that it costs ten times as much to find and sell to a new customer as it does to existing customers, and i am sure you see why the real work begins after the sale building and maintaining a lifetime buisness relationship with ALL customers.
 
Jeff, very true and good post. I have several PM's I work for and I know I still have them because I worked on the relationship with the. I spend the time to call them and just say hello. I talk to them and tell them if there is ever anything we can do , call us, if there's ever a problem call us etc etc etc If a PM calls three people for bids and I get a job , if I do the job and never contact who's to say he will call the next year. he might just go through and get 3 bids the next time from 3 other contractors

Good post I truly believe relationship building is the key to customers retention. Some don't care but most do, they know what I am doing and understand thats good biz

good post
Jeff
 
Excellent advice and soooooo very true! (Out of sight out of mind.)
 
jjones4574 said:
Never be under the illusion that once that you have made a sale that "its" over, because "it" isn't. In fact top sales professionals know that the real work begins after you make a sale, the real work being follow-up, great customer service,and establishing and maintaining a close working relationship with your customer for life. It is what you do once you make a sale that will determine the true value of the sale. If your goal was simply to close that particular sale then you're done, but if your goal is to continue to profit from the work and time you have invested into establishing a trust relationship with your new, but still fragile, customer then get back to work. Assuming that customers will stay loyal to you because they have purchased service from you once is false thinking. According to the U.S. Small Buisness Administration in excess of 60% of consumers stop doing buisness with a company because they feel they are being ignored and forgotten after the original sale. Couple that startling statistic with the fact that it costs ten times as much to find and sell to a new customer as it does to existing customers, and i am sure you see why the real work begins after the sale building and maintaining a lifetime buisness relationship with ALL customers.
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Well said!

That's a post that should be read by every person on this board.

Even if you are making mistakes and learning as you go you can still keep customers.

One of my competitors does a horrible job, but his customers stick with him like glue because he's gotten to know them personally.

My wife has never lost a car dealership in her business unless it changed hands and people come in on a daily basis trying to get her dealerships.

Followup is Gold! So is knowledge, show your customer what you've done. They will remember it.
 
tonyshelton said:
Well said!

That's a post that should be read by every person on this board.

Even if you are making mistakes and learning as you go you can still keep customers.

One of my competitors does a horrible job, but his customers stick with him like glue because he's gotten to know them personally.

My wife has never lost a car dealership in her business unless it changed hands and people come in on a daily basis trying to get her dealerships.

Followup is Gold! So is knowledge, show your customer what you've done. They will remember it.
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what does she do for car lots, you can pm me if needed
 
This post is gold and I wish it were never posted for others to see in my area. I will call customers I have spoken with and never even done work for just to keep my name in front of them. The hard part for other people to see is sure we only clean 25-30 hours per week avg. but the other 50 hours are spent contacting previous and potential clients. This is truly where a good sales person would fall in, insuring the client is always contacted after cleanings, and just a call everyonce in a while to say hey and happy new years.
 
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