With relentless pressure to produce, place more calls, beat quota, etc., it’s a tendency for sales reps to get a sale, then forget about the customer and press on to the next conquest. If this describes you, you’re missing some very valuable opportunities. Consider that although you got what you wanted (the sale), and your interest in that contact waned, THEIR interest is highest right after the purchase, and then into the implementation phase. You have an opportunity now to reinforce their decision, build goodwill, perhaps get referrals, and maybe even upsell or cross-sell. Make a point to call new customers. But please make it more than a “Just checking in call.” Bring something of value. Tell them,
“Calling to make sure everything is going OK, and I have some additional information that can help you during your implementation.”
Make this information non-salesy, but clearly, do be on the lookout for more opportunities.
(For over 30 years Art Sobczak has helped sales pros use the right words by phone to get the results they want. Get more free tips from him every week, and see back issues of his weekly tips here.)