TLoyal customers are your company’s most valuable asset and the life blood of those in the selling profession. While many organisations have struggled to sell in these challenging economic times, (particularly in Ireland, although also in the UK), companies that have tapped into the long-term loyalty of their customers have thrived and continued to sell effectively. They sell professionally in a consultative manner (with the client needs in the centre) and create high value long term customers.
Selling Power magazine is a very useful resource if you are full time involved in Sellling and developing consulting relationships with clients.
In this months Selling Power, you can download an interesting sales report to actively consider as a sales manager or CEO, Customer Services Manager or Operations head. It features the 4 main steps to build loyalty from your customers.
As we know, the lifetime value of a customer, whom we really look after, can be quite staggering. We all know that it costs less to do more business with an existing customer than it does to build and write new business, which can be very expensive and slow to develop.
Don’t just be addicted to be the sales hunter, be the client relationship builder, take the ’farmer approach’ and always act in the interests of your customer !
Here’s the 4 steps in high level form.
- Understanding what drives loyal customer behaviour
- Using the right recognition to reinforce the right behaviour
- Engaging fully across all channels
- Building customer communities and advocates
Read this brief to learn four steps to help guide your customer loyalty strategy: