Time for another “renewing an old post” post. This one is even more important now, given the challenges of 2020; for many of us, retaining our customers is our lifeblood.
We talk a lot about how to retain customers, and I address it in my sales training. Basically, there are three things that every business must do in order to build and maintain a customer base:
- Sell NEW business through prospecting.
- Develop current customers into better customers through selling them more products/services.
- Hang onto your current customers (retain them).
Too many salespeople and sales managers think that those are three separate and distinct activities; in fact, some companies have them performed by three separate people. They shouldn’t. Sales relationships tend to be formed at a single point of contact.
Retaining your customers depends upon meaningful dialogue. In this video, I show how to retain customers by having that meaningful dialogue.
Side note – I just realized that, not only do I still have the shirt I was wearing when I made this video in 2014, I’m WEARING it right now! Good old Brooks Brothers USA-made shirts – it still looks like brand new!
If that video was helpful, you might like this one too: The Core Beliefs of Successful Salespeople