Why
do so many salespeople over-spend their working hours digging up new clients
when the easy sales come from current contacts?
Consultative
selling training experts wonder why struggling sales teams don’t understand
this basic rule: stay connected to your established client base or your
competition may steal them away.
And
it takes so little of your time. Send off emails periodically with links to
white papers or webinars on topics that would interest your clients and expand
their thinking. Pick up the phone and check in…especially when there has been a
new development in your client’s industry, market or company. Write a note (by
hand) of congratulations for a promotion or of good wishes on a birthday. You
don’t want to be forgotten. These three ways will keep you in touch and top of
mind when your client has a new need you can fill.
Don’t
trade the clients you have for unknowns…stay connected to the clients who have
already bought from you and are likely to buy again.
