You've made the sale, congratulations! But your direct sales relationship doesn't end there. In fact, it's just the beginning of a long-term partnership that can generate repeat business, referrals, and loyalty. How can you maintain and nurture direct sales relationships after the sale? Here are some tips to help you.
Don't disappear after the sale. Keep in touch with your customers and show them that you care about their satisfaction, feedback, and needs. Send them a thank you note, a satisfaction survey, a newsletter, or a personalized message. Follow up on any issues, questions, or complaints they may have and resolve them promptly. Make them feel valued and appreciated.
Rush Business Group LLC / Assured Telematics National Sales Director and Geotab Trainer
By continually investing time and emotional equity to strengthen the relational currency. I believe the best way to do that is through immediate response and working as a "strategic partner" versus a simple "vendor". If you provide a "commoditized product or service", you have to move your thought process and philosophy from, "We are in the (Insert product here) business." to "We are in the EXPERIENCE business!" Experience referring to the end user or customer. Everyone is "Romancing" your beautiful client. You have to learn how to keep dating even AFTER the ring is on the finger!
One way to maintain and nurture direct sales relationships is to provide value-added services that go beyond the product or service you sold. For example, you can offer free training, tips, updates, or support. You can also share relevant information, resources, or opportunities that can help your customers achieve their goals or solve their problems. Provide value-added services that are useful, relevant, and consistent.
Rush Business Group LLC / Assured Telematics National Sales Director and Geotab Trainer
Personally, follow up is good, but follow through is better. No one has ever left a partner because they paid too much attention to them. Keep surprising the customer with un-asked for value adds and make training a RELATIONSHIP, not an EVENT.
Referrals and testimonials are powerful ways to grow your direct sales network and reputation. They are also a sign of trust and satisfaction from your customers. Don't be shy to ask your customers for referrals and testimonials after the sale. You can incentivize them with rewards, discounts, or freebies. You can also make it easy for them to refer or review you by providing them with links, templates, or scripts. Showcase your referrals and testimonials on your website, social media, or marketing materials.
A loyalty program is a great way to maintain and nurture direct sales relationships by rewarding your customers for their repeat purchases, referrals, or engagement. You can create a loyalty program that suits your business model, budget, and goals. For example, you can offer points, coupons, free products, or exclusive access. You can also gamify your loyalty program by adding levels, badges, or challenges. A loyalty program can increase your customer retention, revenue, and advocacy.
Another way to maintain and nurture direct sales relationships is to build a community around your brand, product, or service. You can create a community on your website, social media, or other platforms where you can interact with your customers, share valuable content, and encourage discussions. You can also invite your customers to join events, webinars, or groups where they can network, learn, and have fun. A community can foster a sense of belonging, trust, and loyalty among your customers.
Finally, the most important tip to maintain and nurture direct sales relationships is to be authentic and human. Don't treat your customers as numbers, transactions, or targets. Treat them as people, partners, and friends. Show them your personality, your passion, and your purpose. Be honest, transparent, and respectful. Listen to them, empathize with them, and celebrate with them. Be authentic and human and you will build lasting direct sales relationships.