Managing Relationships

One of the most important things for any business is managing and maintaining a good relationship with your customers.  Existing customers are more likely to buy from you than new customers so from a sales perspective, looking after existing customers is crucial to an ongoing successful business.  It takes a lot less effort to sell to these existing customers than to new ones.

Existing customers provide better feedback on your products and services than new customers.  Delivering to their requirements will help you to develop better products and services.  Existing customers will frequently be happy to test new functionalities or features for you, thereby providing even more reason to keep them.

Communication is key to managing these relationships.  Many people within each organisation may be in contact with each other, on a regular or infrequent basis.  No matter how often you communicate, doing so in a professional manner is required.  Maintaining a constant contact with customers is important.  This can be in a variety of ways, from dropping in for a coffee, to sending a new White Paper or inviting them to an event.  Never forget to keep your clients warm.

Frequently, people involved with accounts need to make presentations, either to new groups about an existing product or to existing contacts about a new product.  Making quality presentations is critical to the success of managing relationships as the last thing that you want to do is to be seen to be wasting your customer’s time.  Hoolock Consulting provides presentation skills training to develop these skills for key workers.

With a number of people contacting customers, knowing who has contacted whom and when becomes important.  There are a variety of technologies available to do this.  The key criteria for any such technology to be adopted is the ease with which data can be entered, particularly while on the road.  Using iSnapshot enables sales teams to keep track of their contact with customers in a simple, efficient way for the benefit of everyone.  Use of this tool has been demonstrated to create more sales for companies than not using it.