How often do you take a census, an inventory, of your customers? The stated purpose of the first United States Census, with just 13 colonies, has grown from to have equal legislative representation to so much more today. Information gathered now serves from how to tax citizens to family information which genealogists use to pinpoint family member relationship.
Since it’s been at least two years that I have done this, it served a good reminder about top performers habits.
Assess products and services purchased. One of the easiest sales I found to make during my computer career was an upgrade. If a customer buys one product and then updated or ancillary products are released, it’s almost a sure purchase, if you inform your customer that it’s available. It works the same way with services.
Celebrate individual holidays. One area of sales reluctance with many sales people is follow-up. An easy step into follow up in a planned and systematic way is to start with your customer’s special holidays: birthdays, family member birthdays if appropriate, and anniversaries of business or even marriage events. It deepens and strengthens the relationship.
Determine satisfaction level. Testimonies are the perfect tool in selling because people more often believe what others have to say about a product or service before they believe the seller. When a friend of yours talks about a restaurant to try, or stay award from, don’t you quite often follow their advice? Consider increasing your inventory of customer testimonials.
Know a customer’s contact sphere. When was the last time you took a happy customer out for coffee or a light meal to find out who they know that they would be willing to refer to you? When I do this, I come away with a renewed relationship that feeds my confidence, and most often, the most rewarding referral.
Introverts in particular have that innate ability to analyze and then plan.
What other areas can you suggest to add in your customer census and plan to make your selling easier no matter what the state of the economy?