Marketing Matters

Benefit From Account Reviews

The selling advantage 

A regular account review is an excellent way to keep in touch with your regular customers and let them know you are interested in their well-being. Set up a tickler file to keep track of all the notes about your key accounts and personal items to review before each sales call. 

On a regularly scheduled basis (annually, monthly, or semi-annually), hold a formal account review to determine how your product or service is working for that customer. The following guidelines should prove useful for setting up an account review: 

  • Review the original reason the customer connected; i.e., what it was that brought that customer to you in the first place. 
  • Determine what their experience was when they first started using your product or service. Did they find it helpful? Were there any problems? Were the problems solved? 
  • Determine what their experiences were after they had been using your product or service for some time. 
  • Review their experience with service and questions. Do they like the service they’ve been getting? Are they ready to expand? Are there additional questions? 
  • Do a new analysis of their needs. Determine which direction they plan to take in the future. 
  • Write a new prescription. Determine how you can meet their needs in the future.
Check out the latest insights.
Always thinking. Always learning. Always growing.

There are tough customers, and then there are nasty customers – the ones who are rude, sarcastic, intimidating, mean, and vulgar. Nasty customers are the curse of new salespe

What’s the most powerful section of your sales letter? Research shows that the postscript is one of the first (sometimes only) items a prospect looks at. Use the P.S. to rest