Keeping customers for life: your continuous cash-flow system
| Category: Sales Tips | Date: 2003-10-23 |
People who have not yet purchased from you are the hardest and most expensive people to sell. Many companies spend all their time cold-calling and prospecting chasing these tough sales.
Why put yourself through this hassle when you can continuously generate sales from your current customers IF you have enough CURRENT CUSTOMERS to make it worthwhile. And IF you have provided quality products and superior customer service.
If you follow up consistently with consumers who have purchased from you, you can generate a continuous cash flow from these good customers.
FOLLOW-UP SYSTEM
Keeping accurate records is one of the true secrets of success in the consummable products business. Whether you use a contact management system such as ACT, GoldMine or TeleMagic or even a manual system, the success of your follow-up calls DEPENDS on the notes and records you make during and after each call.
Information to record:
1. Company name
2. Ship-to and bill-to address
3. Phone & Fax
4. Supply buyers name
5. Alternate contact
6. Office equipment owned
7. Current suppliers
8. Dates of orders
9. P.O. numbers used
10. Person ordering each time
11. Past and current supplies ordered: Description,
item #, quantity, unit price
12. All of your current and past quotes on
supplies with dates of quotes
13. When they will need to order again
14. Next call-back date
All of this information will allow you to be prepared for the next call IF you call back before they need to place their next order!
Keeping accurate records is Rule #10 of the 15 Habits/Rules of a Highly Successful and Profitable Supply Department.
To learn about the other 14 Habits, go to
"http://www.sellingsupplies.com/15%20Rules%20for%20a%20Profitable%20Supply%20Department.htm"
About the Author
Reprint with permission
(Copyright, 2000, Ann Barrs Selling Supplies.com) Reprint permission granted in part or whole when the following credit appears "Reprinted with permission from Ann Barrs Selling Supplies.com Weekly E-Mail Sales Tips. To subscribe free, E-mail to: annbarr@sellingsupplies.com with "subscribe" in the subject line."
annbarr@sellingsupplies.com
http://www.sellingsupplies.com
Why put yourself through this hassle when you can continuously generate sales from your current customers IF you have enough CURRENT CUSTOMERS to make it worthwhile. And IF you have provided quality products and superior customer service.
If you follow up consistently with consumers who have purchased from you, you can generate a continuous cash flow from these good customers.
FOLLOW-UP SYSTEM
Keeping accurate records is one of the true secrets of success in the consummable products business. Whether you use a contact management system such as ACT, GoldMine or TeleMagic or even a manual system, the success of your follow-up calls DEPENDS on the notes and records you make during and after each call.
Information to record:
1. Company name
2. Ship-to and bill-to address
3. Phone & Fax
4. Supply buyers name
5. Alternate contact
6. Office equipment owned
7. Current suppliers
8. Dates of orders
9. P.O. numbers used
10. Person ordering each time
11. Past and current supplies ordered: Description,
item #, quantity, unit price
12. All of your current and past quotes on
supplies with dates of quotes
13. When they will need to order again
14. Next call-back date
All of this information will allow you to be prepared for the next call IF you call back before they need to place their next order!
Keeping accurate records is Rule #10 of the 15 Habits/Rules of a Highly Successful and Profitable Supply Department.
To learn about the other 14 Habits, go to
"http://www.sellingsupplies.com/15%20Rules%20for%20a%20Profitable%20Supply%20Department.htm"
About the Author
Reprint with permission
(Copyright, 2000, Ann Barrs Selling Supplies.com) Reprint permission granted in part or whole when the following credit appears "Reprinted with permission from Ann Barrs Selling Supplies.com Weekly E-Mail Sales Tips. To subscribe free, E-mail to: annbarr@sellingsupplies.com with "subscribe" in the subject line."
annbarr@sellingsupplies.com
http://www.sellingsupplies.com
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