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Relationships Selling| Article #121 :RELATIONSHIP SELLING – PART 8

In this installment of relationship selling, we're going to discuss the matter of making sure your customer stays satisfied after the sale. This is so important and yet many people ignore this part of the process because they think that once the sale is made there is nothing else to be gained by spending time with the customer. Wrong, wrong, wrong. We'll explain how to keep your customer satisfied and why it's so important.

Naturally this is all going to have a lot to do with what type of business you run. Most businesses on the Internet depend greatly on repeat customers. But what if you're selling an ebook on how to make money on the Internet? And what if that is the only product you sell? Lots of people think that since there is nothing else to sell that customer there is no reason to spend any more time with that customer. This is the narrow minded kind of thinking that causes many people who start their own Internet business to fail.

For starters, are you only going to sell one product for the rest of your life? Certainly with some success you'll want to come out with something else. Maybe it won't be in the next year or even couple of years, but when it happens, don't you want to be able to turn to your existing customer base and tell them about your new product?

Then of course there's word of mouth. Even if you can't generate any further income from existing customers, if you treat them well and give them a product that they really like, don't you think they're going to tell other people about it? Don't you think that's going to result in more sales for you? The best form of advertising is a happy customer.

Okay, so how do you keep your existing customers happy? Simple. Whatever it is you've sold them, they're either going to have questions about it or they're going to need service, especially if it's something of a technical nature. When requests for service come in, whether it be via phone, email or whatever, you should always respond promptly and courteously. After your customer is finished communicating with you on the issue you want them to leave with a good taste in their mouth.

Another way to keep your customers happy is with occasional freebies. It doesn't have to be anything expensive. Just the attempt to give them something of value for nothing is going to be appreciated, especially if it's something they can use.

Another way to keep your customers happy is by not hounding them constantly with emails and offers. The last thing people want, after they've bought something from you, is to be pestered constantly to buy something else. Make it so that they come to you for things. If they like your products or services they'll more likely than not ask if you have anything else.

A lot of this is common sense. Unfortunately, not everybody exercises common sense. So if you follow the above tips, you can be reasonably sure that your existing happy customers will stay happy customers.

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