How can you use client contact to increase your sales?

More importantly than this, just have a human connection with your clients. Just yesterday, I was in an in person meeting on-site at a prospective client's business. We discussed relationships, both personal and professional, mindsets, political views (which aligned by the way, don't do this if they don't), parenting styles, and of course business. We really connected and bonded, and we have a better understanding of one another, not just as business professionals, but as human beings. That is intangible value!

Depending on your industry and products you are selling, creating a personal monthly newsletter is a great way to keep in touch, stay top of mind and relevant for when that time comes for your client to venture out into the "research" phase of a new purchase. This is also a great way for "demand generation". I was creating my own personal newsletter in a few previous roles and adding a few insights to what is going on in the industry, the company and ways to get a hold of me if there should be interest in something. This is the "service reminder" technique of any car dealership. You don't need an oil change every month but if there is a coupon in the newsletter for an oil change every month then every 3rd month I will most likely use it.

In selling one-shot, big-ticket items, often the opportunity to intermingle with the customer after the sale is consummated, is overlooked. There are many opportunities to commingle with your customers after the sale is CLOSED: Thank you and welcome Pre-delivery advice Warranty registry Checking back Add on selling Etcetera Each time the salesperson reaches out they can ingratiate themselves, or become annoying. Know the difference.

After delivering our services, I always make sure our clients are completely satisfied. Once I confirm they had a positive experience, I will ask this question, "Do you happen to know someone in your network who could also benefit from our services? Would you mind making an introduction for me?"

It's often more cost-effective to keep a customer than to find a new one. Regular follow-ups and check-ins are crucial – set reminders on your CRM and connect on social media platforms like LinkedIn. I've experienced firsthand how these connections can pay off; when contacts switch careers, they often bring me along as their trusted supplier. Quality business relationships truly make a difference!

Get to know your clients/prospects on and off line. Read their LinkedIn profile, posts, comments etc.. uncover their personality type, are they a family man, do they have children, what sports and hobbies do they have. Discover who they are outside of their role as a company executive. Does this work, yes, I have been invited to the weddings of clients children, have a loan of my clients holiday home on the Mediterranean, been invited to their homes for dinner. All through building rapport and treating my clients as friends.