One Call Worth Making
As you explore ways to grow your business, often the first tactic is to approach potential customers who aren’t aware of you. That’s the last thing you should do. People who haven’t heard of you may have no need or desire for your types of offerings. As I point out in my presentations, a sale only begins when a customer perceives a need. You’d be better off reconnecting with people who contacted you in the past about your services, but who chose to go with another supplier. The key is to do two things when you reconnect: 1. Point out up-front that last time it ‘wasn’t a fit’. 2. Explain how your offerings have improved. That’s it. Since time has passed, the proverbial honeymoon may now be over with the other supplier. And you’re demonstrating that your company is innovative and that you follow-up. Not bad for one call.
Jeff Mowatt is a customer service strategist, award-winning speaker, and bestselling author. For more tips, training tools or to inquire about engaging Jeff for your team visit www.JeffMowatt.com
Today’s chuckle:
How is it one careless match can start a forest fire, but it takes a whole box to start a campfire?
Like to forward or reprint this tip?
We have some options to make this easier for you. Click here for a printer-friendly CDrom with all Jeff’s tips. Click here for Jeff’s book with 101 top tips. If you’d like to cut and paste any of our tips or articles from our website, you are welcome to do so providing you include the bio and contact information after each tip or article. Please also email a link to any tips or articles that you post on-line to [email protected].
Copyright © JC Mowatt Seminars Inc. All rights reserved.
Like to forward or reprint this tip?
Click here for Jeff’s Latest Tip
and to Subscribe for FREE updates