The competitive dynamics of companies today, are increasingly focused on service strategies, becoming the service in the strategic element of the competitiveness of all companies in general and of commercial and service companies. Therefore, today the offense is focused on the field of services.
And the fundamental principle of that strategy is to be clear that your current clients or clients are the best sales and marketing weapon. Because? Because your current customers know you and trust you. They can vouch for you because they have a history of relationships. And that record has been based on trust because you have served your clients and ensured their businesses success.
Thanks to technology, companies now have complex marketing strategies, combining integrated marketing tools with sales teams to win new business. These strategies are important and have their place, but many companies overlook a principle right before them. Therefore, taking care of your current customers is extremely important and beneficial.
The fact is, if you do a good job serving your current customers, they will be your natural partners and help you start new businesses.
Here are three ways to make sure you prioritize existing deals:
- Make it easy to do business.
From the moment you onboard a new client, you should already know things like their business and how they can be successful. You need to understand their strengths and weaknesses and, more importantly, how your product or service can help them increase and overcome their weaknesses. This comes from building a real relationship.
The more you know them, the more you can serve them in the future. You simply become a guide that takes them by the proverbial hand and helps them through the process of doing business with you.
- Make communication as easy as possible.
One way to make business as easy as possible is to make communication simple and effective. There is no reason for a current customer to have difficulty contacting someone in your organization if there is a problem or if they have a question or comment about a product or service they receive. It doesn’t matter how big or small a company is. Current customers should always have an open door.
- Anticipate problems before they happen.
This is another reason why you should know your customers, their businesses, and how your services or products improve their businesses incredibly. Problems happen, but the best way to solve them is to deal with them before they arise. With the right knowledge, potential problems can be handled with customers’ knowledge. Alternatively, when you see possible problems in the future that you cannot solve on your own, always contact your client as soon as possible to find out the situation and find the best way out of the problems.
It is imperative to handle these issues quickly and efficiently to avoid slowing down the process and moving forward to complete projects.
Success Guarantee:
In conclusion, it must be clear that a success factor in business is to retain and repeat customers. This implies knowing which are the most desirable market segments for the company and its strategic positioning. Also, the organization meets customers’ quality expectations and makes every effort to understand the problem from the customer’s point of view.
Also, forming and maintaining an updated database is essential. Many companies collect a huge amount of data from their customers. All of these databases are potential gold mines but this information must be treated in a way that allows for effective segmentation.
In addition, you must worry about giving adequate training to your company’s staff because it is quite common for a large part of the staff to have direct contact with customers, which is why a good relationship, training, and motivation of them is important. It is necessary to create an internal culture that is accepted by all and in which everyone recognizes the contribution that his department makes to satisfy the needs of the market segments that he serves, as well as his contribution to the results obtained, which can be measured for them.