10 Ways Sales Can Help Create a Customer For Life

10 Ways Sales Can Help Create a Customer For Life

Successful salespeople know how to develop solid relationships with the right customers. They know that the best customers are repeat customers that will provide a long-term financial commitment to their company.

Not only will they keep coming back to buy your product, or sign a long-term contract, but they will also be your best advocates to generate new business.

You want a long-term, committed relationship. You want a customer to say “I do”. You want a customer for life.

Here’s how sales reps can help create life-long customers:

1. Focus on the Right Prospects

Don’t try to convince someone they are a good fit for your product or service if they aren’t. You can’t fit a square peg into a round hole, so you need to know when to drop the wrong opportunities so you can focus on the right ones. Figure out early on if you are selling something that can be beneficial to this particular person or company. If not, they may not be a good prospect for life.

2. Don’t Rush the Sales Process

Gaining a customer for life sometimes takes patience. You can’t always have your foot on the gas if you want to cultivate something special. As the saying goes, it’s a marathon, not a sprint. If you’re not aligned on timing or budget, but you know they are a good fit, then take it slow and work with them until the time or money is right. Keep building rapport and know when to push your customer, but not rush them. If the fit is right, they could become a customer for life.

3. Get Everyone Involved

Creating life-long customers should be a priority for the entire company. If your potential client has questions you can’t answer, pull in people from other departments on the sales call to help move the deal along. Make sure your customer feels like they aren’t just receiving a pre-recorded sales pitch, but you are listening to their questions and answering them thoughtfully.

4. Follow-up After the Sale

If you are a SaaS company, selling a service, make sure your customer is onboarded and fully trained in a timely manner. Chances are you have a customer success team that handles new customer training, but that doesn’t mean your relationship with the customer should end after you close the deal. Follow-up with that customer a few months after their subscription started just to check in. If you are selling a product, follow-up after it shipped to ensure they received their items.

5. Keep Consistent With Customer Point of Contact

Nobody likes repeating themselves. If a customer starts a relationship with a sales rep, that rep should continue on as the primary contact for any subscription renewals, new orders, and upgrades. Don’t pass off the customer from one person to the next. If for some reason your accounts are getting shuffled around, take time to send a quick email introduction to their new rep.

6. Put Yourself in Their Shoes

You should always be thinking about the customer experience in all you do. Every department in your company needs to cohesively work together to achieve this, but it’s very important to have the customer journey on the top of your mind. From their very first interaction with your company, how do you present yourself to the customer? Make sure your marketing materials and sales pitch align with the product and service you are actually selling. Be customer centric and you’ll get a customer for life.

7. Tell Them Only What They Want to Hear

Don’t bombard your customers with every piece of information you produce. Only communicate to your customers on things they are interested in, or your messages will just sound like noise. It’s good protocol to have a system set up to segment your customers based on their interests. Tell them what they want to hear, not what you want them to hear. Send them emails about features and functions they are pertinent to their specific role. Your customers will appreciated the tailored messages and tune you in, instead of tuning you out.

8. Ask Them for a Referral

People like being useful and helpful. If your customer is happy with your service, ask them to write a review about your company, or refer your service to others. Customers may be flattered that you think of them as an important customer and trust them to give you a review.

9. Thank Them

You can never say thank you too often. Make sure to not have every email communication you send be a sales pitch. Try sending them a thank you email every so often, just reminding them how much you appreciate their business. And don’t wait until the holidays to send a message of good will – every time you reach out be sure to include a quick sentence of thanks.

10. Don’t Forget about Them

One sure way to lose a customer is forgetting to follow-up. Invest in an AI-Powered CRM that will automatically remind you of who to call, and when to call. You may have a great prospect on your hands, but if you fail to call when you say you will, you will lose them for sure. Spiro is a CRM that keeps you on top of all your opportunities and proactively suggests the best next steps to keep the deal moving along.

Adam Honig
Sales Strategy
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Adam is the Co-Founder and CEO of Spiro Technologies, Inc. Spiro is the creator of an AI-powered CRM, with a built-in personal sales assistant. Spiro takes its name from the L ... Click for full bio

Most Read IRIS Articles of the Week: Feb 19-23

Most Read IRIS Articles of the Week: Feb 19-23

Here’s a look at the Top 11 Most Viewed Articles of the Week on IRIS.xyz, Feb 19-23, 2018

Click the headline to read the full article.  Enjoy!

1. Don’t Get Pinged by the Social Security Earnings Limit

I’d like to introduce you to Peggy. Born in 1956, Peggy will be 62 in 2018. She has worked in retail her whole life, the past twenty-five years spent in management. Peggy divorced from her husband 14 years ago, is still single and has no children. — Dana Anspach

2. We're Back to “Bad News is Good News” and “Good News is Great News”

This week the markets shrugged off last week’s fears and went back to the slow and steady melt up, despite economic news that looked likely to once again rock the boat. — Lenore Elle Hawkins

3. Q1 2018 Factor Views

Themes established in 2017 across a wide range of markets and factors continued to resonate through the fourth quarter. Economic growth was strong and supportive of equity markets across the globe, a range of volatility measures reached all-time lows, and business and consumer sentiment remained elevated. — Yazann Romahi and Garrett Norman

4. A Beneficial Basket of Commodities

Advisors and investors that feel they are hearing more and more about commodities and the corresponding exchange traded products in recent months are right. That is a natural result of dollar weakness and yes, the greenback is floundering again in 2018. — Tom Lydon

5. 3 Trends Shaping the Future of Asset Management

As the industry works to cope with new regulation, wades through an outpouring of new products, learns to satisfy investors’ shifting priorities and manages the active-passive debate, the viability of business units will be questioned, and at times radical measures will be taken. Peter Hopkins

6. 5 Ways Advisors Leave Money on the Table, and What to Do About It

My hope is that this article points out some opportunities for you to make more money and serve your clients at a higher level and that you decide to do something about it. — Bill Bachrach

7. The Market Has Gone Wild! Is It Time to Change Your Investment Strategy?

Whether the market is flying high or taunting your emotions with new lows and some bumpy volatility, here are four things every investor should keep in mind ... — Lauren Klein

8. How to Deepen Client Relations and Capture New Business Using Engaging Content

Why financial advisors NEED to understand much more clearly the power of good digital market. With tools like AdvisorStream, it’s easier than ever to get the content you need to drive leads and referrals today! — Kirk Lowe and Matt Halloran

9. Three Ways The Most Successful Gain Big Attention

How do some firms and ideas go from nowhere to everywhere in a few short months? All of a sudden a restaurant becomes popular, a gas station gains a cult following, or a Broadway show becomes too popular to get a ticket for years. — Maribeth Kuzmeski

10. Who Are the Hottest FinTech Firms and Influencers Around the World?

"Worldwide, $27.4 billion poured into fintech startups in 2017, Accenture reports, up 18% from 2016. With so much in play, it’s not surprising that 22 companies are new on this, the third edition of our list."  — Chris Skinner

11. The New Stock Market Normal Is Not What You Think!

Many sensational headlines have been written the past few weeks about market declines, but two things have increased for sure: the viewership and the ad revenues of financial media organizations — Preston McSwain​​​​​​​

Douglas Heikkinen
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IRIS Co-Founder and Producer of Perspective—a personal look at the industry, and notables who share what they’ve learned, regretted, won, lost and what continues ... Click for full bio