I just caught myself last week accepting the excuse of economic slow down as a reason why business is stalling. At the same time, I was upset because the car dealer didn't mind informing me about the whereabouts of my car...
What is the connection between the above mentioned events: the economy only slows down for those companies not talking to their customer base.
There are at least a 1000 reasons to call your customers:
- To thank them for an order;
- To inform them pro-actively about any changes in their order status;
- To follow up on a marketing action (brochure, emailing, ...);
- To follow up on an offer;
- To update them with news on products and/or services;
- To let them know about special promotions;
- To re-activate sleeping accounts;
- To turn prospects into customers;
- To find out if there is anything you can help them with;
- To get an order from your customer;
- Because it is a sales persons job to call his/her customers;
- Because only successful sales people call their customers on a regular basis;
- Because it will make your sales force stronger (internal & external sales reps);
- Because in increases the desire from the customer to work with you as you are top of mind;
- TO MAKE MONEY.
Make sure your message is adapted to your audience: no pain, no gain = no change. Certainly in more difficult times, it is all about being top of mind, and what better way to be top of mind than to call your customer on a regular basis?