A simple way to boost B2B sales productivity is to keep selling to existing customers. This involves building and maintaining a relationship with them. It requires much less time, effort, and money to sell to current customers compared to new ones. Many salespeople fail to follow up after the first sale. However, having an after-sale plan can help a company increase sales from repeat buyers.
Keep in Regular Contact with Customers
A great way to stay connected after a sale is through email. Usually, a salesperson has the customer’s email address. Sending regular emails about new products or upcoming sales can lead to new orders. Any form of communication helps build a relationship. Sending tweets on Twitter, newsletters, text messages on smartphones, or automated phone calls are all ways to remind customers that your company provides products or services they need.
Ask for Feedback
Another way to follow up with customers is to ask them how the product or service they purchased from you is working out. Many customers are eager to discuss their experiences or may have questions. Getting feedback offers companies the chance to learn what areas of the company need improvement. A company dedicated to great customer experiences can expect more repeat business. By asking customers for their opinions, you show that you value them and this is an excellent way to nurture the business relationship.
Nurture the Relationship
When following up with customers, it is important not to bombard them with sales information and promotions. This aggressive hard sell may put some people off. A better approach is to offer useful information to the customers. Articles on the industry, videos or tutorials on the products, or case studies about how the products have helped other customers are other methods for keeping in touch while also nurturing the relationship.
Make Product Suggestions
After you get to know a customer, you are in a better position to recommend other products or services he may be interested in. This is a very effective way to increase sales. Since you have listened to the customer and showed interest in helping him, the customer is more willing to accept your product or service suggestions.
If you don’t follow up with customers after every sale, you are missing a chance for repeat sales. Customers often buy related items down the road, and by nurturing a relationship with them, it is far more likely they will contact you when they are ready to buy. Smart salespeople understand that following up is an important part of the sales process. With regular contact, you create long-term repeat customers.