That was a publishing company.
They were our customers. But no one had visited them in years.
One fine day, I visited them.
I was allowed to meet the owner.
He wasn’t talking at all. “Hmm”, “ok”, and “right” were the replies I got.
It is quite natural.
You sell. Then you don’t turn up for years. What else can you expect?
Here came the turning point.
I asked him if I could do anything for him.
It need not necessarily be costing any money to you, I said.
I told him that it would be a goodwill gesture.
We want to be friends again with our old customers, I told him mustering some courage.
Now, he responded. He smiled. He opened his heart.
He poured out. I listened.
We re-built our relationship.
A couple of freebies followed.
But immediately, he bought some products.
I ensured customer satisfaction.
I never stopped meeting this customer after that.
I may not be a sales guru. But the following takeaways can change your prospects of winning a deal.
- If you open your heart, your prospects will do the same.
- Meet your customers regularly.
- Ask them what’s not working.
- Give something free. It must be something of value.
- Build relationships.
- Tell them that it is because of customers like them that you are doing pretty well. Say that from your heart. Not from your mouth.
- If you don’t take care of your customers, somebody else will.
#b2b #b2bsales #sales #kkrocks