Keeping Up With Old Friends
Over the years there have probably been quite a few people who you have lost touch with. Whether a friend moved away, or you just grew apart, it is bound to happen every once in a while. In some ways, running a business is like maintaining a friendship. There’s the exciting part in the beginning when everything is new and fresh, and you eventually get to the familiar comfortable phase. It is at this point in time that some companies may take their customers for granted. Just because a business has reordered from you multiple times in the past does not mean they will keep doing so in the future. B2B telemarketing services have options well beyond lead generation and prospect lists. In order to keep your sales and services on the upswing, consider using new methods of customer retention. Here is some friendly advice that will keep your customers coming back for more.
Schedule Follow Up Meetings for New Clients
Right after you make a sale, you may be tempted to put a line in the win column and call it a day. While any forward progress with a customer deserves some recognition, you should consider this to be the beginning of your professional relationship, not the end of it. After you close a deal, tell your new customer that you will be calling back to check in on them. Give them some time with your product. Consider how long it would typically take someone to get used to it and schedule a meeting after enough time had passed. If you just sold a copy machine, it shouldn’t take more than a week or two for it to be used properly, on the other hand, if you are selling tax software, you may need to wait until tax season is over. Timing is everything in these situations. You want to call soon enough that if there are any questions or concerns that you will be able to address them right away, but not too soon before the customer has gotten used to the product. Checking in at the proper time will show just how dedicated you are to your clients and will make sure that they keep your name in mind when it comes time to renew their contract.
Review Old Tactics and Renew Your Contracts
Follow up calls are a key factor in any good lead nurturing strategy. You want to check in and make sure your customer is happy with your services. This is something that should be done more often than you might think. Taking the time to reach out to current customers on a regular basis can help you hang onto their business and keep them from going to one of your competitors. Companies change employees all the time so if there is a new buyer, you want to speak with them as soon as possible. There are times when someone new will come into a position and decide to review the contracts their predecessor had with vendors. By staying in constant contact with your clients you will be more likely to avoid them searching elsewhere. Keep the benefits of your products fresh in their minds. Show them that you will always be dedicated to them no matter who you speak with. If you want people to keep coming back to you for more, make sure they hear from you on a regular basis.
Make Adjustments to Keep Customers Happy
A good business model has the ability to adapt and adjust to the current market. Showing that you are flexible and open to suggestions will make customers feel like they are more involved in your company. During your follow up calls ask if there is anything you can be doing better. If enough people give you the same type of feedback, consider slight changes to meet their expectations. Listening to people and giving them what they need is an excellent way to make sure they renew their contract with you. If you are able, you should also try throwing out some incentives for companies who are currently in business with you. There will always be chatter about new customer discounts which will inevitably sway some businesses away from you. Try offering customer loyalty bonuses or anything else that will make it worth their while to stay put. After all, why would a busy company want to go through all the effort of finding a new vendor and reading through a new contract when it is so much easier to stay with you. All you need to do is make sure they know that you’re the best in town.
Customer retention is overlooked all too often. Once you’ve made the sale, it is easy to forget all about one person and move on to the next potential buyer. In order to maintain a good working relationship with all your customers, you must give those you are currently working with the attention they need. In the weeks or months after the sale, make sure you follow up with them to make sure your product is meeting expectations. Later on down the road, reach out again and make sure the current buyer is still happy with their contract, or if there is anything you can do to make it better. Don’t be afraid of making adjustments either. Sometimes a good promotion is all someone needs to keep coming back to you. B2B telemarketing services speak volumes when it comes to getting new customers, but sometimes you need to use them to keep your old ones. Show your loyal clients how much you appreciate them, and you can be sure that they will return the favor.