Create a ‘Wish List’ to Bolster Your Customer Relationship
When you start a new customer relationship, sit down and make a “wish list” – all the concerns and needs the customer is facing that you might solve. From this, d
How Often Should You Advertise?
What are people actually thinking about when they see your ad? Thomas Smith, a nineteenth-century London businessman, offered the following advice to advertisers in 1885. And his w
Top Nine Telephone Basics
Phone skills are an important part of the job. The way you handle your phone is as important as a face-to-face meeting. So take the time to go over some of these basics. Here is a
Keep Loyal Customers Satisfied with Personalized Service
While it is important for you to be personable with every customer, your repeat customers deserve service that goes beyond simple courtesies. You should make a serious effort not o
Write A Thank-You Note When You Lose the Sale
Anybody can remember to write a thank-you letter to a customer after a successful sale or referral. When else should you say thanks? After a final refusal, or when the customer dec
Battle the Three Primary Reasons Customers Defect
In the fight for new customers, what is your company doing to retain those you already have? Probably not enough. Increase customer retention by addressing the three reasons most c
Powerful Telephone Skills
Be precise with clients. Avoid these murky statements when talking with customers: “I’ll rush the order.” Better: “I’ll overnight it today.” &
Improve Client Relationships in a Wired World
Since electronic communication has permanently changed business, it’s necessary to take special steps to protect customer relationships. Here are some tips to help you stay i
How to Get Customers to Value What You’re Giving Away
Do you routinely offer your customers little extras that give you the edge in customer retention? If you do, don’t be afraid to call attention to the fact. Promote your value
Accentuate the Positive
Consultant Joyce Weiss advises unmotivated salespeople to get out of their comfort zones and reevaluate the way they do business. “When things aren’t going well, it