Serve what you sell part 2

"Never forget a customer. Never let a customer forget you."

SERVE WHAT YOU SELL- PART 2
What are some of the things you can do to make your sales stay closed and develop clients?

• First, you can assure your new client that he or she has made an intelligent decision. An effective way to do this is to write a congratulatory letter. This adds a distinctive touch. It displays professionalism. Many of your competitors will not be as well organized or take the time to write.

• Second, look for opportunities to communicate. There are many reasons you can find to send business, prospects, or information to prospects and clients. Ask yourself this question regularly: "What can I do to help my client's business?"

• Next, after your product or service has been delivered, make follow-up, courtesy calls. This eyeball-to-eyeball exposure with the new customer permits you to accomplish several important objectives. It permits you to resell the need for the product and, naturally, in talking to satisfied clients, you can get them thinking about future purchases.

• Finally, frequent, in-person contacts with new clients make it possible for you to get endorsements. Your best prospects will be developed in this manner. Satisfied clients will help recommend you, your products and services. Every time you make a sale, you should ask yourself this question: "Who can I approach and sell a bit easier now because I made this sale?" Once you've sold a customer, make sure he or she is satisfied with your product or service and you.

Remember, it takes less effort to keep an existing client satisfied than to get a new prospect interested. Your clients will be presented claims and counter- claims from people who offer similar products and services.
The competitive edge you want to develop comes from the attitude you project of serving as you sell.

You do this in two ways.

• First, you do whatever it takes to establish a record of consistent reliability. Earning the reputation of being a 100% reliable sales professional whose every word and promise can be depended upon takes application, effort and attention to detail.

• Second, you stay determined to be the best-informed sales professional who calls on your clients. This requires a commitment to excellence and a regular program of study.
Once you have established the image of being a reliable, well-informed sale professional, you are in an enviable position.
Again, the basic principle is: Never forget a customer. Never let a customer forget you. Serve what you sell.
Big February! Big Year!
Good luck and good selling,
Jack and Garry KinderThe KBI Group

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Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com

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