Apr 29, 2021
Businesses are often too focused on sourcing new clients, they miss out on all the business they could be getting from their existing clients by simply following up and staying in touch. Here are the reasons why:
-You build rapport, you become familiar with your client: you find out what their preferences are, goal, and motivations. All this information makes it easier to close sales in the future with that client.
-Clients become familiar with your brand, what your company stands for. People tend to do businesses with the companies they know and like. By keeping in touch with your client, you build a valuable bond and become a go-to company when the need arises.
-It shows that you care. There is no greater turn off to the client than a scripted sales pitch. The minute clients see that your main goal is to get a sale closed and not help them solve the problem, your opportunity to turn that client into a paying customer diminishes drastically.
-It builds a network. This is how you source new clients without spending a dime for marketing. Let’s say you are in the HVAC business and during one of your follow-ups you find out, that your client has a plumbing issue. This is a great opportunity for you to connect that client with a reputable plumbing company. One, you help a client without expecting anything in return, they will surely mention it in a positive light to their friends. Second, that plumbing company will bring business to you as a thank you once they run into a client who needs help with HVAC. It’s the cheapest way to spread the word about your company and will guarantee you new business.
-It gives you an opportunity to address any concerns, worries, overcome objections.
-It provides valuable feedback on your product and services, which you can then use to improve your business and make it more appealing to your clients.