Feb
8
When you close the sale with a new client don\’t you feel great? Are you aware that by doing some more steps, you can increase the lifelong value of your new client? They aren\’t secrets, but when you apply them, they unlock the door to greater returns for you.
First of all, congratulate your customer on his decision, and also reinforce his commitment to deal with you. You want to build that bond so tight, your client will never want to let go.
Next, make your customer see that you can give them personalized attention. Let him know what will happen.
To build a deeper connection, ask your client sincerely why they bought from you. Listen actively. They will like it when you show your interest, and you\’ll gain from it too.
Each time you call or email to thank them for their business you have the opportunity to engage them in a number of ways. Make sure that they know they can contact you directly if they have any questions. Always tell them what to expect, like what they will get, what you will do, what they have to do, and so on. Don\’t forget to mention the results and benefits time and again. Also inform them that you\’ll be in touch in 30 days.
We all get unsettled by surprises. This is just human nature. Be sure to explain what reactions and surprises your new client may have in the first/next month of using your product or service.
If you don\’t receive the payment at the point of sale, have an automatic procedure to follow up, confirm, or inquire about it. This will make the process independent of the personal rapport between you and your client.
In each subsequent call/visit for the lifecycle of that client, it is part of the sales process to ferret out the client\’s unspoken concerns and doubts.
You\’ll find that your customers will stick with you if you do this. Since it costs 7x more (in time, money, effort) to win a new client than to keep an established one, isn\’t it worth it to you to pay attention to the details?
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