The key to cultivation is understanding that the client "in your hand" beats the two that are "in the bush".
Current clients give you the opportunity for repeat (add on) business. Sadly, most people do not keep in contact with their clients - largely defeating the purpose of calling them clients!
Secret #4 - Getting Repeat Business from Current Clients!
If you sell cars, the chances of calling your clients a week later and getting them to buy another one today is not good...or wise. You can ask for referrals (more on that tomorrow!)
What if you sell jewelry and a groom just bought an expensive engagement ring for his bride to be. Wouldn't it make sense to get the wedding date? Call him before his first anniversary and show him the matching earrings?
If you sell a family of products, is it possible that something else you offer could be of value to them right now...or in the future...tomorrow's sale?
I have worked in insurance for many years and while the companies I worked for typically sold one product, the agents that represented us were able to sell a complete portfolio of complementary products.
But most were "one trick ponies" selling one product and leaving another sales person to come in and finish what they started!
If you needed several products to meet your expanding needs and desires, which would you prefer...
One Trusted Advisor who could help/direct you with all of them...or a parade of sales people coming in and out of your life...all selling one thing?
You are not piling on or selling needless things to people just for commission - you are consulting and advising on things they are buying anyway...why not from you as the Trusted Advisor?
It only makes sense for everyone...right?
The 20% are doing it...that is why they are the 20%!!!
Don't believe me?...ask them!
If you remain in contact with your clients, along with the referrals (again, tomorrow!) you will receive, you will get the call that their needs have changed. Or in your annual reviews of their situation, you determine there is a better solution for the changing times.
While some people will be set for a lifetime with your solutions, others will have life changing events...births, deaths, marriages, etc.
Who do you want them to think of at these critical stages in their lives?
You want to position yourself in the minds of your clients as their "go to" resource. They may not need you for years, but when they do, you should be there.
True sales success lies in providing solutions and servicing that solution for a lifetime.
It is a commitment...
Sell. Reinforce. Repeat!
Until tomorrow, I wish you Money, Power, Success!
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