SALES NEED A BOOST? TRY REVIVING "COLD" CUSTOMERS
Did your high-school history teacher ever explain to you the
importance of taking and keeping class notes? If you followed
this advice, you were likely glad you did when mid-terms came
along. If you didn't take notes, you probably suffered the
consequences.
Well, the same rule applies in the business world. If you take
and keep notes on customer inquiries and orders, they'll be
available for you to use when you need them. If you don't,
you'll probably have a lot more trouble drumming up entirely new
business.
Think for a minute about how you communicate with your customers.
If it's primarily by phone, have a big notepad nearby to take
down names, dates, phone numbers, email addresses, questions, and
other pertinent information and facts. If your prospects don't
volunteer such information, ask for it. Most of them won't mind
and will even appreciate your attention to details.
If you communicate with customers and prospects mainly through
email (or even snail mail), you have the advantage of having most
of the information you need already documented for you. Try
creating a folder in your email program for possible or
prospective clients, and save the emails you get from them, even
if they never place an order. Periodically when things get slow,
go back to that file and touch base with those
people who seemed
interested but never ordered, or who did order and might consider
doing it again.
Whether speaking on the phone or sending them an email, ask these
"cold" or "past" customers how things are going for them. Refer
to your notes to know what questions to ask and what advice to
offer. Remind them that, at one time, they were interested in
your products or services, and tell them about any special
promotions you're having. Don't be pushy, simply offer to help
them if they're still interested, and let them know they can
contact you any time for help.
When placing a call or sending an email to one of these
prospects, be sure to start by reminding them of who you are and
why they contacted YOU before. Tell them you were going through
some old notes or emails, and wanted to follow up to make sure
you'd answered all their questions and given them what they
needed. They'll appreciate your effort and concern, and THAT
makes them more likely to buy.
Meredith Pond and her team of top writers help you increase
profits without working harder. See Meredith's editing services,
advertising packages, and free business ideas at
http://CheapWriting.com Reach her at meredith@drnunley.com or
801-328-9006.
|