Relationship Marketing Sets You Apart
| Category: Sales Tips | Date: 2001-03-12 |
Two weeks ago I bought my cousin’s birthday gift at Nordstrom Department Store in Norfolk, Virginia.
Last week I received a hand-written "Thank You" note from the Nordstrom sales person, thanking me for shopping at Nordstrom.
Was I impressed? Absolutely! The next time I need to buy something that is available at several different stores, which store do you think I will go to FIRST? Right! Nordstrom.
In addition to having an attractive store, quality merchandise and knowledgeable and helpful sales staff, the customer service at Nordstrom is unequaled, in my experience.
Along with providing VALUE, the Nordstrom sales staff has obviously been trained in relationship-building skills. One reason why most Nordstrom customers are very loyal.
HOW TO BUILD TELEPHONE MARKETING RELATIONSHIPS
Five Tips
How can you build marketing relationships with prospects and customers over the telephone?
Well, first, you can incorporate more than just telephone contact. You can add direct-mail, fax and e-mail contact. Second, have a plan. Here is an example of a relationship marketing plan.
1. Write an introductory letter on company letterhead seven days before you call the prospect. Click here to find out how you can download pre-written introductory letters and 14 different marketing letters in less than five minutes for only $25.00 U.S.
2. Seven days after you mail the letter, call the prospect to follow up on the letter. Introduce yourself, your company and products and/or services. Tell the prospect about the BENEFITS you offer. Ask if you can fax and/or e-mail monthly specials. (Don’t forget to ask for an order while you’re on the phone!)
3. Write the prospect a "Thank You" note and mail it following (the same day as) your telephone call, thanking your prospect for his/her time on the telephone. If your company has not invested in monarch or note-size stationary and envelopes, make the investment yourself. It will pay off.
4. If your prospect has given you their e-mail address and permission to e-mail, send a brief e-mail message two weeks after your thank-you note. This could be a reminder of a unique product or service your company offers. Speed up this process by having information in your computer you can copy and paste. This is another contact. Another building-block in your relationship marketing plan. You will set yourself apart from competitors who are not doing this.
5. One month after mailing your thank-you note, send a "Monthly Special" fax. (Again: You must have received permission from your prospect to send faxes. Otherwise you will be viewed as a "junk-fax" sender using the prospect’s fax supplies without permission. You will make an enemy and could lose future business from this prospect.)
MARKETING TOOL AND CUSTOMER SERVICE
With one of your relationship marketing contacts, send your prospect the most current information you have about FRAUDULENT telemarketers.
Most manufacturers have flyers, stickers and signs alerting consumers about telephone fraud and how to guard against becoming a victim. If YOU are the person sending this information to prospects, you will be remembered for providing a valuable service.
Get Pre-written letters
How many times have you thought about sending a direct mail marketing letter to a new prospect or current customer, but didn’t have the time to create the letter? If you are like most professionals, you are too busy making sales to compose letters. But the work has already been done for you. In "Proven $ales Builders" you’ll find letters, forms and proven successful, attention-getting marketing flyers for different sales and marketing opportunities, including:
Seven different introductory letters
Introductory letter worksheets
Four thank you letters
E-mail marketing letter
Follow up letter after cold call
Letter to bring back the lost customer
Three Annual Supply Agreement letters
Customer Survey Form
Fill-in-the-blanks opening statement examples
Attention-getting opening statements
Step-by-step opening statement worksheets
About the Author
Reprinted 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
www.sellingsupplies.com
Last week I received a hand-written "Thank You" note from the Nordstrom sales person, thanking me for shopping at Nordstrom.
Was I impressed? Absolutely! The next time I need to buy something that is available at several different stores, which store do you think I will go to FIRST? Right! Nordstrom.
In addition to having an attractive store, quality merchandise and knowledgeable and helpful sales staff, the customer service at Nordstrom is unequaled, in my experience.
Along with providing VALUE, the Nordstrom sales staff has obviously been trained in relationship-building skills. One reason why most Nordstrom customers are very loyal.
HOW TO BUILD TELEPHONE MARKETING RELATIONSHIPS
Five Tips
How can you build marketing relationships with prospects and customers over the telephone?
Well, first, you can incorporate more than just telephone contact. You can add direct-mail, fax and e-mail contact. Second, have a plan. Here is an example of a relationship marketing plan.
1. Write an introductory letter on company letterhead seven days before you call the prospect. Click here to find out how you can download pre-written introductory letters and 14 different marketing letters in less than five minutes for only $25.00 U.S.
2. Seven days after you mail the letter, call the prospect to follow up on the letter. Introduce yourself, your company and products and/or services. Tell the prospect about the BENEFITS you offer. Ask if you can fax and/or e-mail monthly specials. (Don’t forget to ask for an order while you’re on the phone!)
3. Write the prospect a "Thank You" note and mail it following (the same day as) your telephone call, thanking your prospect for his/her time on the telephone. If your company has not invested in monarch or note-size stationary and envelopes, make the investment yourself. It will pay off.
4. If your prospect has given you their e-mail address and permission to e-mail, send a brief e-mail message two weeks after your thank-you note. This could be a reminder of a unique product or service your company offers. Speed up this process by having information in your computer you can copy and paste. This is another contact. Another building-block in your relationship marketing plan. You will set yourself apart from competitors who are not doing this.
5. One month after mailing your thank-you note, send a "Monthly Special" fax. (Again: You must have received permission from your prospect to send faxes. Otherwise you will be viewed as a "junk-fax" sender using the prospect’s fax supplies without permission. You will make an enemy and could lose future business from this prospect.)
MARKETING TOOL AND CUSTOMER SERVICE
With one of your relationship marketing contacts, send your prospect the most current information you have about FRAUDULENT telemarketers.
Most manufacturers have flyers, stickers and signs alerting consumers about telephone fraud and how to guard against becoming a victim. If YOU are the person sending this information to prospects, you will be remembered for providing a valuable service.
Get Pre-written letters
How many times have you thought about sending a direct mail marketing letter to a new prospect or current customer, but didn’t have the time to create the letter? If you are like most professionals, you are too busy making sales to compose letters. But the work has already been done for you. In "Proven $ales Builders" you’ll find letters, forms and proven successful, attention-getting marketing flyers for different sales and marketing opportunities, including:
Seven different introductory letters
Introductory letter worksheets
Four thank you letters
E-mail marketing letter
Follow up letter after cold call
Letter to bring back the lost customer
Three Annual Supply Agreement letters
Customer Survey Form
Fill-in-the-blanks opening statement examples
Attention-getting opening statements
Step-by-step opening statement worksheets
About the Author
Reprinted 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
www.sellingsupplies.com
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