Newsletter archives:
The Sales Connection
Volume 3, Issue 11
December 2006
What you will find in this issue:
The Sales Connection is a newsletter designed for you to gain insight and practical tips for your sales career. My name is Kathy Garland and my company, Quanta Partners, offers tools and motivation for you to find and keep more customers.
SALES TIP OF THE MONTH: Give Preferential Treatment to Your Customers
Recently my cell phone needed to be replaced so I went to my provider of the last eight years. And I just had to have the Palm Treo. When I went in, I was told over and over again that the best price is reserved for new customers.
What is the logic in that? One of the best business strategies is to reward current customers. You know that your best source of revenue is from existing customers.
So I did not want to take no for an answer. I kept checking around at different locations and stores that offered what I was looking for. All the while, I kept being told no.
It's an interesting study in retail and sales and I became curious as to why this is a good business strategy. I decided not to be told no anymore.
Next time I went to look at the Treos again, I reached a manager and told him that I was a long-term customer and wanted the same price as a new customer. He did make it work for me so I walked out a satisfied, but not ecstatic customer. I'm certainly not a raving fan, but did not want to deal with switching phone companies.
The lesson in all of this for me is that I have created a business policy that says my existing clients will always be offered exclusive opportunities that no one else has access to.
This exclusivity takes care of my clients, rewards them and says that I value their business.
Take a look at your client retention strategies as you make your plans for 2007.
- How are you treating your clients?
- When is the last time you brought them a new business idea, a connection, a resource that will help their business grow?
If you haven't done that recently, I suggest you add that to your list of priorities for 2007.
Happy Holidays and Happy New Year!
Keep focused on your winning strategies. Call Kathy Garland at 972.529.6744 or email kgarland@quantapartners.com for more information on Quanta Partners motivational programs and tools to build your sales.
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QUOTE OF THE MONTH:
"The future is not a result of choices among alternative paths offered by the present, but a place that is created—created first in the mind and will, created next in activity. The future is not some place we are going to, but one we are creating. The paths are not to be found, but made, and the activity of making them, changes both the maker and the destination. " — Ralph John Schaar
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If you have received this newsletter from a friend and you would like to subscribe to The Sales Connection, please follow this link (you may need to use CTRL plus click): http://quantapartners.com/newsletter.html. When you subscribe, you will receive a confirmation e-mail that you must accept in order to be added to my database of subscribers. To unsubscribe, please send an e-mail to kgarland@quantapartners.com.
If you know of others that would benefit from this information, feel free to forward this to them in its entirety.
Newsletters will be archived on http://www.quantapartners.com after original publication. Information and articles from this newsletter can be used with permission. Contact Kathy Garland at kgarland@quantapartners.com.
© Kathy Garland, 2006
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