Prospecting From Your Customer Base

Prospecting From Your Customer Base
Written By : Carleadbest

It's easier to keep a customer you have than to get a new one. However, many salesperson get so caught up in the 'excitement of the chase' - the pursuit of new clients - that they forget about the client base they already have.You want to do more than just keep your current clients-you want to expend the amount of business you're doing with them.

It take work to keep any relationship going and growing.You can't depend on your product to keep your customers loyal.Currently, there's so much product parity that if you want to keep the competitive edge, you've got to provide the one thing your customers can't get from anyone else-personalized service.Your present customers can be the best source of future business. Here are some suggestions for prospecting from your customer base:

1.Make personal contact a priority.

Keep your best customers on speed dial so that you can call them when you have a free moment to say hello.This serves as a constant reminder of who your key contacts are and that you should keep in touch. With the press of one button, you can call to say hello, find out what's new with their business and see if there's any way you can be of further service.

2.Keep your customers in mind

If you see an article in a newspaper or magazine that might be of interest to them, send it to them. It could be some relevent industry news ( theirs or yours), or it could be something related to a sport or hobby that interests them.

3. Follow your MAP

Use your MAP ( Management Account Profile)board to keep track of customers' buying cycles. Then send out mailings to them every three, six or 12 months ( or whatever their cycle is ) announcing a new product or development, or to find out if there's any way you can be of service

4. Implement customer satisfaction surveys.

Many customers who have a minor complaints will never say anything about them , they just won't buy from you again. If you ask them for their opinion, however, they'll be glad to give you the chance to solve the problem. Call your customers and ask,"Is there anything we're not doing we should be doing?" Or, every few months, send current customers a one page survey about how you and your product or service are performing. The survey has two function: It give you a chance to correct any problems and it can be used as a selling tool for prospective clients. A positive survey from a satisfied customer reassures a prospect that he, too, can expect satisfaction.

5. Build a reputation as a problem solver

Problems are opportunities. Research conducted by the United States Office of Consumer affairs showed that of consumers who complaint and receive a satisfactory response, 70% out of them become the company's most loyal customers. If you should receive a compalint, go beyond the customer's expectations in solving the problem.

6. Learn about your customer's business and think of way to help their business grow.

Help your customers in any way you can, whether or not it has anything to do with sales. You might run into someone who could benefit from your customer's product or service. You might be in position to help get your customer some publicity or have some promotion ideas. Whatever you can do to help your customer's business will help yours as well.

7. Remember that customers buy from people they like, trust and respect.

- Like: A customer doesn't necessarily want to become your friend but she does want to feel comfortable with you.She has to feel a connection with you.She want to know that you are being yourself and that you can listen and respond to her needs.

- Trust: The basis for all sales relationships, especially those that entail ongoing and long-term sales cycles, is trust. TRUST is an acronym for the critical elements of a strong relationship:

Truth:Be totally honest
Reliability: Never promise something you can't deliver
Uncommon effort: Go the extra step to earn the business
Service: Superv service builds trust
Truth:Openness and honesty, start to finish.

-Respect:Customers will respect you when you are knowledgeable about your product or service and when you're prepared and professional on your calls. But they'll respect you even more when you take the time to learn their business and their needs and show your commitment to helping them achieve their goals.