Following Up for Ongoing Profitability - Ch 11 of How You Make the Sale at Catch a Gideon

February 13th, 2007 by digerati

This is Chapter 11 of the How You Make the Sale series at Catch a Gideon. This chapter discusses how to maximize profits by keeping your commitments made during the sales process and also selling more products to existing customers.

Following up with customers requires a different skill set than selling itself. If you can keep solving the customers’ problems then you can continue to make profits and keep their business.

Obtaining a new sale costs about 5-8 times as much as reselling to an existing customer. It’s the resales that make you the most money.

Under promise and over deliver.

Make sure to be courteous; thank people for their business, be sincere, mind your manners, etc. Not hard…

Always be thinking about what other problems you might be able to solve for that customer. This takes some knowledge of their business and how they operate. One sale to solve one problem does not mean you have done all you can for that customer.

It’s not quality or support, it’s quality and support.

Listen to your customers to find out about other problems and to make sure you are adaquetly solving the problems you’ve already sold to them.

Successful sales relationships are those where both sides value each other and take a long view on the relationship.

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How You Make the Sale is an excellent book which teaches you how to increase your sales through better interaction with the customer.