Sales Team Strategy – Persistence Pays in Customer Contact

If you are looking to improve your business model, sales, or market share, have a good look at the number of times that you call your customers or prospects on a regular basis.  Persistence pays when it comes to opening up opportunities in sales with your clients.

Why Make Contact?

Prospects are always on the lookout for tips and ideas to help them do things at a better price or a lower cost.  For this very reason you can be a solid source of knowledge and information relative to your industry.  If the competition is not serving their clients well or keeping in regular contact, you have an opportunity in waiting.

Far too many sales people stop the contact process after just a few approaches; if they can’t get the prospect or client to move to the next step in the sales pipeline, they shut down the contact process and simply move on.

Top salespeople keep the contact process going with real and relative ways.  Here are some ideas to help with that:

  1. Use different techniques of contact so you can be real and relevant in each approach.
  2. Be memorable in a positive way.  That will mean some relevance and importance to the client.
  3. Have different comments to use in each approach.  Practice dialogues for seasonal sales and shifts in market trends.
  4. Do not show desperation in any approach or client contact.  Prospects and clients can sense it and will close the door on your approach.  Clients like to deal with ‘winners’.
  5. Ask the client or prospect if you can remain in regular contact into the future.
  6. Keep your database accurate and up to date in all respects.
  7. Get to know the Key Clients of the competition so you can disrupt and disturb their market or dominance.

Do you know what your ideal client looks like?  Do you know what your client wants by way of product or service?  Do you know when they want to buy or sell?  Key questions like this will help you tap into the right people at the right time.

Secrets of Good Client Contact in Sales Teams

In business today there are many types of customers and yet we forget to handle each of them separately and specially.  It is important to have a customer communication and contact system specifically designed for the different types of customers.

This then says that every customer type should have a dedicated part within your customer contact program.  The strategies between customers types will differ based on some of the following criteria:

  1. You will have some loyal clients that have been working with you and purchasing your products or services for many years.  They will bring stability to your business with consistent purchases and orders.  Some of those loyal clients will be key accounts by definition, and also by volume of sales and orders.
  2. Your service and response should be different between ordinary customers and key accounts.  Differentiate the ways in which you will work with key clients.  Senior sales staff should be dedicated to each particular key account to ensure relevance and responsiveness when it comes to the supply of goods and services.
  3. From time to time you will get referral business and new clients from a number of sources.  Referral business is built around the relationships, leads, and opportunities that you have with other people.  When you have been given a referral, it is necessary to specifically and productively work through the referral opportunity.  Only your best salespeople should take on the referral contact and potential conversion.  It may also be necessary to give feedback to the person that made the initial introduction as the referral relationship changes and grows.
  4. Some of your existing customers will benefit from an improved version of your product or service.  Working closely with your clients throughout the year will help you identify these special customers.  Over time they can be converted to key accounts.
  5. When any new versions of your product or service are being considered for release, an industry briefing or prelaunch presentation can be organized for your key customers.
  6. Some of your current customers will be very happy with the existing levels of product supply and service.  They will however never reach the purchasing or order levels of a key account.  They still require special attention to ensure stability of customer relationship and ongoing sales.
  7. The profit margins that may exist on a typical customer sale will differ when it comes to a key account.  Purchase volume and purchase amount has a lot to do with setting the lower margins for the key customers.  To simplify the matter, set 3 simple levels of key account profit margins based on levels of sale and volumes of purchase.  It is usually sufficient to have three levels of pricing relating to key account interaction.  As part of this process it is important to understand the orders placed and purchases made by each key account throughout the year.
  8. Some of your customers will be seasonal in their purchasing activities.  They may only require your product or service once a year.  That being said, when they place an order and purchase it is likely to be in large volumes for a short period of time.  They can therefore place special pressures on the staffing and supply chain, and on that basis will require unique understanding and communication systems.

Protect the relationships with each and every client within your business.  Competitors will be chasing your clients and threatening your market share most of the time.  It is quite easy for a client to move their product or service requirements across to another supplier.  Business today is quite dynamic and demanding.  Ensure that your product and or service are of the highest quality at all times.  Any weak links need to be removed or rectified.

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