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Relationship, Liaison, Alliance, Affiliation

 

Build a strong business with strong customer Relationship, Liaison, Alliance, Affiliations

Spending the time to maintain strong Relationship, Liaison, Alliance, Affiliations with customers will keep your core business healthy. Following up with them is essential to strengthen these bonds.

customer, Relationship, Liaison, Alliance, Affiliation, email, follow-up, communicate, voice, software

Most businesses spent time attracting customers to a product or service, trying to win their trust and then ending the whole process with a sale. That tactic seems obvious to most people. What often is neglected is the post-sale follow up with customers, particularly when it comes to online businesses. We should look at the time after a sale as an opportunity not only to improve our products but also to establish long-lasting Relationship, Liaison, Alliance, Affiliations with our customers.

It takes much more effort to win a new customer than to maintain a Relationship, Liaison, Alliance, Affiliation with an existing customer. But maintaining current customer Relationship, Liaison, Alliance, Affiliations is just as critical and I’d even dare to say, more important than gaining new customers. What can we do to keep our established customers feel appreciated? You need to follow up with your customers.

Following up may be as simple as writing an email or giving a phone call to a customer a few weeks after a sale. At Screaming Bee, I make it a personal goal to contact every customer that buys our voice-changing software, MorphVOX, within 2-3 weeks after a sale.

Does this take time? It sure does. Is it worth it? Absolutely! Not only does this allow us to get good feedback from customers in order to improve our software, but also it establishes a more solid, long-lasting Relationship, Liaison, Alliance, Affiliation that goes beyond the point-of-sale.

Most people were surprised that I would be willing spend the time to talk with them and were touched by the personal attention they received. And I was also surprised at how uncommon it was for online businesses to follow up on their customers. Some of the typical comments that I have received as the result of my efforts include:

”I really appreciate the personal touch, vs. the usual automated ‘we have received your email’ garbage, followed by... well, nothing usually...”

”Huh, never had customer support quite like this I appreciate it...”

People don’t like being ignored and definitely like being heard. There are many businesses that are ignoring their customers and, as a result, losing them.

Your current customers are the heart and core of your business. These customers provide return business and also provide the essential word-of-mouth promotion that no clever advertisement or marketing scheme will ever out-perform. Treat your customers like your own family. Go out of your way to communicate with them. If you neglect them, they will go elsewhere.

 

Selling Is Not Closing Customers, It's About Opening Relationship, Liaison, Alliance, Affiliations

Selling isn't about closing sales, it's about opening and creating new opportunities

sales selling skills rapport Relationship, Liaison, Alliance, Affiliations cold calling phone prospecting

A sales rep friend and I were talking one afternoon about how to improve his selling skills. He's been in financial services for 13 years, but as of late his business has been slow. He was telling me how bad he felt because he wasn't getting many appointments. People weren't returning his phone calls. In addition, the few people he was speaking to weren't interested in meeting with him.

In the next sentence, however, he sparked up and said - with a great deal of pride, 'I'm a great closer. Just put me in front of a prospect, and I'll walk away with an order eight out of ten times."

"Then why isn't your business growing by leaps and bounds? Why aren't you making tons of money? Why aren't you spending more time with your family and friends instead of spending so much time at the office?" I asked?

A perplexed look crossed his face as he pondered my question, the kind of look that says "If I'm this great, why then ain't I rich?" He looked out the window and pondered this question. He stared at the ceiling. He gazed at the floor. And in a soft voice said, "I don't really know why I'm not doing better. I guess I'm just too busy to be calling on people."

And that's precisely his problem. He didn't realize that selling isn't about being a great closer. Selling is about being a great opener. It's about creating opportunities. It's about discovering what people want and need, and then giving them the solution to their problem. Selling is about making the customer's life better, easier. But when you're not opening customers - creating opportunities - you've nothing to close. "What kind of customer contact records do you keep?" I asked.

I then asked him these seven questions:

1. How many times do you dial the phone each day for the sole purpose of scheduling an appointment with a prospect?

2. How much time do you spend dialing for appointments each day? Do you block out time to call on your calendar?

3. Where do you get your leads?

4. How many times do you attempt to reach a person before you decide they aren't a prospect and move on?

5. How many new people do you call each day? People you've never attempted to reach before?

6. How many people are you calling from your database that you've called on five, ten, fifteen times but have never bought from you? How do you feel calling on the same people who - even though they may be friendly - always tell you that they aren't in the market?

7. What are your annual sales goats? Quarterly goals? Monthly goals? Weekly goals? Daily goals? What daily activity must you generate to achieve these goals?

With each question he was getting more nervous. His body language told me that he didn't have any systems or methods for looking for - and finding - new customers. "What's keeping you from looking for new customers?" I asked. "What do you do every day?"

He explained that he comes into the office at about 7:45 am each day and spends most of the morning doing paperwork and reads e-mail. He works on client proposals. Then he does service work. He returns telephone calls. Goes to lunch with his colleagues, has meetings with his assistant and the other people in his office.

By the time he leaves at about 5:15 pm he's put in a full day of doing "stuff," but there is one thing he never gets around to doing: Calling on new prospects. He avoids the phone like the plague.

Ever since I started in sales, I always wondered why bright, talented, knowledgeable and successful salespeople never continued to grow in their businesses and further their careers. Why were they always struggling? Why were they always experiencing high peaks and low - below sea level - valleys? Why were they living a feast or famine existence?

I've watched salespeople start their careers like a rocket roaring into outer space. But within a few short years their business had leveled off. Their meteoric rise to stardom had stopped, and their sales volume and commission level never grew by more than five, ten or fifteen percent a year... at best.

With the passage of time their business started a slow decline as their best customers moved on or retired and the person who took their place put the old contracts out for bid, or brought in a preferred supplier. Why did this happen? Because the salesman stopped looking for new business. He stopped being a hunter-gatherer. He stopped prospecting.

• Sales is about being a great opener, not just being a great closer.

• Sales is about looking for prospects every day.

• Sales is about getting on the phone every day.

• Sales is about solving problems every day.

He tried everything he could think of so he wouldn't have to get on the phone. He sent out letters, post cards, flyers and other advertising, promotional and marketing pieces, and then sat by the phone waiting for it to ring. It didn't!

Every once in a while he would phone some people he had called on before, but more often then not, they weren't around. So he would leave a voice mail message that said something like, "Hi Joanne. This is Bud. I was just calling to see if you would like to setup a date to discuss your financial planning. Give me a call at 888-423- 1234."

But Joanne never called him back, nor did any of the other people that he left voice mail messages for. This got him even more discouraged. Unfortunately, he had forgotten that a salesman's job is to track down the prospect.
And in today's busy world most of us don't have time to return the calls of the people we do want to talk to, let alone return the call of someone who leaves a poorly worded message that basically says, "Please call me back."

So we went to work.

1. We changed his attitude. He began to see the telephone as his friend, instead of his mortal enemy.

2. He developed a great Elevator Speech which enabled him to keep his conversations going. His days of having five to ten second "We aren't in the market." phone calls were over.

3. He started prospecting and looking for new people to call on. He attended networking events. He began asking for referrals. And even started calling on people whose names and photos had appeared in the business sections of the local paper.

Within a month he had turned his business around. He was meeting with new people, asking great questions, solving problems, closing sales and making money. He had learned a very important lesson: Selling isn't about closing sales, it's about opening and creating new opportunities.

 

Customer Relationship, Liaison, Alliance, Affiliations And Your Financial Health

Customer Relationship, Liaison, Alliance, Affiliations are what will determine the health and prosperity of your computer consulting business. In order to get paid on a regular basis you need to understand the dynamics of customer Relationship, Liaison, Alliance, Affiliations.

Customer Relationship, Liaison, Alliance, Affiliation, Customer-Relationship, Liaison, Alliance, Affiliation

Customer Relationship, Liaison, Alliance, Affiliations are what will determine the health and prosperity of your computer consulting business. It is critical to understand the different dynamics of customer Relationship, Liaison, Alliance, Affiliations. By doing this you can identify places of risk in terms of non-payment.

Customer Relationship, Liaison, Alliance, Affiliations - Two Distinctions

There are two main customer Relationship, Liaison, Alliance, Affiliation types:

Long-Term, Steady Clients

Your long term clients are your bread and butter clients. These people see you as an insurance policy: they have the ability to call you, the ability to pay you, and you're going to be there; pretty much right away to take care of things. The customer Relationship, Liaison, Alliance, Affiliation you enjoy with these people is one of trust. They know that if they have a problem they can call you and you will fix it.

These clients pay on time. If they didn't they would undermine the customer Relationship, Liaison, Alliance, Affiliation and this is too risky. Would you feel comfortable calling your accountant if you were 5 months late in paying him or her? No. Likewise these people will pay you on time, every time.

Stepping–Stone Clients

Stepping stone clients do not enjoy such a healthy customer Relationship, Liaison, Alliance, Affiliation. These clients perceive you as a commodity. If you don't show up to fix something - Oh well. They'll just call the next company in the phone book. They're not interested in building solid customer Relationship, Liaison, Alliance, Affiliations with you and therefore have no qualms whatsoever about stiffing you on an invoice.

The Bottom Line on Customer Relationship, Liaison, Alliance, Affiliations

If you want to get paid you have to understand the dynamics of customer Relationship, Liaison, Alliance, Affiliations and use them to your advantage. The stepping-stone or cherry-picking clients think of you as replaceable. You want to build your business by building long-term customer Relationship, Liaison, Alliance, Affiliations with steady clients on maintenance agreements. These are the sort of clients that will be almost offended by a past due notice and that’s a good thing for your billing and invoicing.

Copyright MMI-MMVI, PC Support Tips .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

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