Monday, June 30, 2008

Don't Accept Excuses As An Answer

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;
  • ...

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?

Happy calling!