Closed a Sale? That is great! Before you move on to the next prospect let me explain something to you. You have been given an extremely unique opportunity that if you fail to take advantage of you will do just that FAIL! You existing customers should always come first. Why? In the words of my mentors;
“The best advertising in the whole world is a satisfied customer with a big mouth. – Larry Winget”
“Referrals, Referrals, Referrals! – Jeffrey Gitomer”
How many referrals do your customers give you? If your answer is zero to few and far between, you better start focusing on servicing your existing customers and providing them with value without expectation or you will be in danger of losing any chance on building a solid relationship and obtaining any referrals from them.
I know you are saying, “But Blaine I only have five customers and they aren’t paying my bills! “ Think about this for a minute. If your five customers were so overly satisfied with you, your service, your company, and your products, that they referred one customer every other month, you would have ten new customers in two months. Now you are at fifteen customers. What if those customers continued to refer one customer every other month and so did your additional ten customers. Well golly Private Pile, you are now at thirty customers in four months.
Now don’t get me wrong I am not saying that you shouldn’t pursue new clients. Just don’t stop providing value and service after the sale. You never know what they need or want unless you ask.
Quick Action Plan:
- Try to check in with each client with a phone call every week to every other week. Keep it short and sincere and never on the same day or time.
- Give them some free product or service as a thank you every once in a while.
- Furthermore take them out to lunch or deliver lunch to them and/or their employees every month or every other month.
Make sure you are listening to them at all times, and never be pushy. Also on these particular days when you decide to take action, never talk balance due, save that conversation for another day or time.
To Your Success,
Blaine Rumsey
Love this quote: “The best advertising in the whole world is a satisfied customer with a big mouth.” – Larry Winget So true!
I think follow up once a week or every other week is a perfect habit to develop. Then, it’s a matter of redefining your processes in- and out finding ways to constantly improve your customer experience. The more that improves, the happier your customers get. The happier the customer, the better bigger their mouth and better the referrals.
@Ricardo – Well said! Larry is one of my favorite authors. Thank you for the comment.
@Readers this make sure to stop by ricardobueno.com, he has some very informative articles, great read stop by and join the discussion.