One of the best pieces of advice I have ever received came from a mentor. He said, “staying in communication with your customer is the key to closing sales.’ By staying in touch with them, you stay in the top of their conscious mind.
But, the questions always arise; How often do you stay in touch and what do you do to stay in touch?
In terms of how often you stay in touch, it’s not about the frequency of contact but about the consistency and how you contact them. A few years ago a major brand wanted to reduce their advertising expenses, so they cut monthly television advertising to every other month. What they discovered was no decrease in market share because they were still consistent.
So whether you stay in touch every month or once per quarter, it is about the quality of the contact. In terms of quality of contact, what do you do to stay in touch? If you like what you are reading and want to automatically receive more helpful tools, sign up for your FREE subscription to our Sales & Leadership E-Report
If it is a Key Influencer, it may be a great book that you have read that is valuable. If it is a Key Account, it could be an article that is pertinent to their service. Send that article or the magazine to them. In other cases, it could be a memento that can be displayed on their desk. Whatever it is, make sure it is of value to your contact.
Make no mistake if the only time you call is to ask for the order, you are not as valuable as you think you are. You are simply a vendor, not a resource.
Salespeople of value supply top of mind resources to help their contacts succeed. Top of mind resources are the ones that succeed and survive ALL competitive threats.
Learn more about Growing Your Sales in the CEO Bestselling Book Lead, Sell or Get Out of the Way