Skip to content
01858 461 148enquiries@tomarket.co.uk
To Market
Telemarketing Telesales & Customer Services Training
To MarketTo Market
  • Home
  • About Us
  • Courses
    • Learning & Development
    • Sales Managers & Directors
    • Telephone Team Managers
    • Telephone Agents
    • Small Business Owners
  • Online
    Training
    • Bite-sized sales training online
    • Online sales training – One day sales communications course
  • Top Tips
  • Testimonials
  • Blog
  • Contact Us
  • Home
  • About Us
  • Courses
    • Learning & Development
    • Sales Managers & Directors
    • Telephone Team Managers
    • Telephone Agents
    • Small Business Owners
  • Online
    Training
    • Bite-sized sales training online
    • Online sales training – One day sales communications course
  • Top Tips
  • Testimonials
  • Blog
  • Contact Us

Keep in touch with all your old customers

Ladder diagram

I was prompted to write this post by something that has happened to our business To Market over the last few days. Keeping in touch with previous customers is one of our central philosophies and recently it has rewarded us well.

Sometimes, customers drift away for all variety of reasons. Sometimes they will not be in the market for your types of products or services for a long period of time. Alternatively, they may (horror of horrors) start buying from someone else. However it doesn’t matter. Keep in touch. The regularity is down to you, you’ll have to make a judgement call.

Building customer loyalty is about many things

 

Based on the philosophy that people buy from people, they will more likely remember you if you maintain contact, and you will get your chance at some point.

 

Communication tips

Some key advice about your communication style ;

  • Keep it light, don’t make every call salesy
  • Always be friendly (as if you’re not stressed about the fact they’re not buying from you)
  • Always professional
  • Display empathy (don’t try to make them feel guilty they’re not buying from you)

In the last 7 days, we’ve finally managed to get back in to see a client that we’ve not dealt with for close on 5 years. The key decision maker I’m meeting wasn’t even there 5 years ago, but his number 2 was, and she always speaks highly of the work we did together and the impact on her team. I believe she put in a good word and that’s often all it takes.

The first training programme booked in the new year was with a company I last trained at nearly 8 years ago! I’m dealing with the same contact, but having met her director, the training programme has now been approved and booked.

In both cases I’ve maintained contact with these clients, as well as 2,000 others. For the sake of the occasional phone call, you can reap significant rewards.

All sales teams and all telesales and telemarketing teams should be doing this. You will of course also need a good, reliable CRM system or a spreadsheet at least that allows you to manage this process with ease.

If you need any advice or tips on how to achieve this, give Andrew a call on 01858 461148.

To Market telesales and telemarketing training across the Midlands ; Birmingham, Coventry, Solihull, Lichfield, Leicester, Derby, Nottingham, Warwick, Stratford-on-Avon, Milton Keynes, Loughborough, Northampton, Kettering, Market Harborough, Corby, Wellingborough, Cambridge, Newmarket, St Ives as well as wider parts of Leicestershire, Northamptonshire, and the West Midlands.

 

Upcoming Courses
Thu 30

Appointment setting for field sales – 1 day training

June 30 - July 1
Aug 22

2 day Phone Team Managers Course

August 22 - August 24

View More…

Sign up for advice, tips, and news.

01858 461 148 enquiries@tomarket.co.uk

Website Content To Market © 2022 | Website Design by Cagedfish | Terms & Conditions

Go to Top