Saturday, November 20, 2010


From my Sales Tip Archives:

Daily Sales Tip: Customer Relationships are Recession Busters

Your customers are your personal recession buster -- but only if you focus on them more completely, deeply and consistently than ever.

Think about it this way -- your customers are the source of all revenue for your organization; your customers write your paycheck. It makes sense to build and deepen your relationships with them always, but that is never more true than in times where they are buying less and probably distracted by the economy themselves.

Your customers are looking for new solutions. Your customers want help. Your customers need you.

Five Ideas
Here are five ways you can focus on deepening your relationships with your customers, starting right now.

Get in touch. Stop by, make a call, send a handwritten note, send an email (in that order of priority -- the further up this list the more valuable the contact will be). Let them know you care, take the effort to be connected.

Stay in touch. Don't make this contact a one-time event but part of an ongoing process of staying in touch, connected and at the top of mind for your customer.

Ask how you can help them. No strings and no qualifiers. Do you appreciate it when someone offers to help you with something? So will your customers, even if they don't take you up on the offer.

Educate them. Send an article, share an idea. After you know how you can help or what their challenges are, it will be easier to determine the best things to share based on their interests and needs.

Focus on serving, not selling. People buy from those they like, trust and respect. Sales will come. Focus on the person, building the relationship and serving them.

These are just five ideas -- you probably can come up with 55 more. Your challenge is to find ways to be relevant, helpful and available to your customers.

Source: Business consultant/trainer Kevin Eikenberry (

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