Tuesday, November 28, 2006


You've got a prospect - Now What?

If your selling is like most companies, it's a Process, not an Event.

And if you don't have a process, and work it consistently, your sales will suffer.

Many times it takes five or more, sometimes many more, contacts to close a sale.

Since it's a process it requires constant, regular followup. This can be done by phone, email, or in person.

The First Step in 'working a lead' is to get as much information as possible and put it in a place that you'll keep all subsequent information, and will prompt you as to the next step.

If you don't already own a CRM (Contact Relationship Management) program, buy or subscribe to one.

The most popular ones are: ACT, GoldMine, Now Up-To-Date, Microsoft Dynamics CRM, SalesForce.com, ,and SalesLogix .

These programs allow you to time and date stamp all the information accumulated as the prospect is taken through the Sales Funnel.

The same programs should be used for clients and retention activities.

Monday, November 27, 2006

Client Retention:
'Regular 'Touches' - One Idea

Regularly keeping in touch with clients is a good way to retain and build your business with customers.

This doesn't meant your monthly statement is a touch.

It does include, email marketing, newsletters, telephone calls, personal visits, and other activities.

One simple way to do this is by regularly sending Handwritten Postcards.

One of the nice things about a Postcard is that it doesn't have to be opened!

Other people at the business will probably see it, and this adds to it's effectiveness.

A nice site for these cards is Harrisson Publishing: http://www.harrisonpublishing.com/

A simple note like the following can be effective:
Dear _______,
All of us appreciate your business and continued support.

Sign the note and always add a PS. (They get read!)

The PS might mention additional services you offer or add something like:
Question - Comment - Suggestion?
Please call me!

Friday, November 24, 2006

Use the 'Change Mode' To Retain Clients

The research shows a 'Saved' Account will stay a client longer, produce more profit, and be less hassle than a newly acquired one.

Finding present customers who are in the 'Change Mode' is important to client retention.

When businesses are in the 'Change Mode' it's important to be close to prospects, and closer to clients.

Tuesday, November 21, 2006

The 'Change Mode'

Every salesperson has probably found that most people are very resistant to change.

They have sat with a prospect who agrees their offer is better than the present supplier, but the decision maker just isn't able to 'pull the trigger'.

The exception is when their business is changing. Changes like: new business, change of ownership, new location, new branch, major construction, major personnel, new product lines, dropping product lines, new distribution channels, and things like that.