Purpose
In this policy, the sales team builds long term relationships. This procedure is on-going.
On-going customer relationships are the most valuable of all. The company has given them good service in the past and formed a relationship with them. These customers are likely to recommend the company to their friends and are an on-going source of new business.
There are huge benefits in creating long term relationships with customers.
Procedure
All Leads / Buyers
- Take trouble to remember Leads personally, including something about them
- Give impeccable service
- Let the Lead know that they are important
- Do a brilliant job of understanding the Leads needs and preferences
- Keep in contact with Leads as directed by prospecting matrix
- Send Christmas cards to Leads who have an on-going relationship with the company
Unsuccessful Buyers
- Work to find a Business for them
- Contact them every few weeks to see how they are going until they have purchased a Business
- Once they have purchased, the buyer could become a Deal Owner or buyer. Often business owners will look to acquire multiple businesses, sell or need your assistance in the future.
Investors
- Investors have many different views. Get to know the viewpoint of Leads who are investors and become an enthusiastic team member in working for their goal.
- Take care when you discuss other investment ideas with these Leads. On one hand they may not want to be distracted from their goals. On the other, they are hungry for information. Concentrate on what you know best-the Business market in your area.
- Investors who are satisfied with your service will come back faster than a traditional Business owner. Contact them every three months to see how they are going.