Articles by Sarah Wenger

The Secret to Growing Your Small Business in 2010: Follow-Up

Tuesday, February 16th, 2010

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Why do salespeople, entrepreneurs, and business owners fail to make sales, fail to generate referrals, and lose clients? The reason is a lack of follow-up. Now, follow-up can fall into several categories. Let’s look at your own customers, and then we will look at prospects.

I have heard many business people say, “I just don’t understand why my customers chose to do business with someone else. I did everything right.” I then ask them, “When was the last time your customer heard from you? “ The answer is usually, “Well, umm….errrr.” The same has been said in many instances for a prospect that chose to do business with a competitor.

The relationship between a customer and a business is much like a dating relationship. There are certain things that you don’t do on the first date…and if you do, you may be risking the relationship down the road. There are also certain things that you should do if you want to cultivate the relationship. For example, a phone call now and then to say you are thinking of them, a thoughtful note from time to time, or an unexpected gift can all lead to a deeper relationship.
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