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September 10, 2015

How to Keep the Client After You Made the Sale

Business

Jeff Cochran

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Oftentimes, people labor under the impression that once a sale is made, the sales and negotiation process ends. This, however, could not be further from the truth. The initial acquisition is the first in an extended series of talks, negotiations, compromises, and pitches that will continue throughout the newly established working relationship.

Seek Feedback

Feedback is just as useful to you as it is to maintaining relationships with your clients. They want to be heard, and you can use the information to improve the product or service, or even your own sales tactics. Engaging your customers will show them you genuinely care and haven’t forgotten about them. When consumers don’t like a product or service, they are likely to not return rather than voicing their opinion. Well, they will voice their opinion; it just won’t be with you. However, if you take the time to ask them for feedback, they’ll be more inclined to seek your service in the future because they know you care about their needs.

Stay Organized

If you’re maintaining ongoing relationships with clients, you probably have a variety of client types with an assortment of needs. Keeping your clients organized by what their wants and needs enables you to make more meaningful connections with them. It also helps you make better sales in the future.

Knowing exactly what customers bought and how they feel about it makes them feel respected and “special,” and keeping their information systematically organized is the most efficient way to do this. Additionally, keeping things organized internally gives you insight into your product or service. Are you consistent in your delivery? Do you have a set schedule for following up with clients? Do all your employees abide by the same sales policies? Answering these questions can improve your business and your ongoing relationship with clients.

Look For More Opportunities

Don’t build relationships with just one person within a company. Get to know other people within the office and identify his or her needs. Make an effort to understand the company culture, goals, and mission. You never know; someone else in the company could come to you for a product, or someone could move on to another company and tell them about your exceptional service. Keeping your options open and eyes peeled allows you to identify opportunities in the future. Plus, it’s easier to maintain a relationship with your client if his or her coworkers like you, too.

 

Sources:

http://www.forbes.com/sites/patrickhull/2013/12/06/tools-for-entrepreneurs-to-retain-clients/

http://www.inc.com/adam-heitzman/5-strategies-guaranteed-to-improve-client-retention.html

http://www.entrepreneur.com/article/217513

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