ENSURE THAT YOU KEEP IN TOUCH
A professional keeps in touch with his clients on a regular basis whether or not he feels they will buy from him again or not. With this approach, he multiplies his chances of repeat business many times over. He keeps in touch simply through drop in calls – if only to leave them brochures to pass around or to top up when depleted.
EACH CALL IS A PROSPECTING CALL
The professional uses this Social call in time to give the client a progress report on his existing referrals and to ask for more referrals. Surprisingly, somehow on many of those calls, additional referrals are passed on. The better the developed friendship, the better the ongoing business relationship. The fact is, the prospect secretly wants his salesman to succeed and grow, this justifies the confidence the customer showed in the salesman in the first place and why he keeps buying from him.
ASK TO LEARN ABOUT THEM
It has been said, ‘to ask is to flatter’. So ask. Ask about their business, then ask them why they do things a certain way. They won’t get offended and hold back if you’re really genuine in what you ask. Remember, they want to see you succeed. Then as they pass information on, it will further build their confidence in you, and that with additional knowledge you can look after their referred prospects even better still. That alone will more than justify their working along with you as well as allowing you to help their business associates.