Customer contact: plan and act
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  Telephoning customers and new sales prospects is an important part of selling, but often done without a well thought-out plan or much enthusiasm. Wendy Berry, of Sales Evolution, says a positive attitude is essential. A particular time should be set aside for making calls, and a list of people to call drawn up and followed methodically. It's important not to make "social" calls, but to be armed with questions and proposals. Customers will appreciate someone who's taking the trouble to understand their business and its problems, and are more likely to be still with you when good times return.
Topics: Business Growth, Customer Service, Marketing & Sales |
 Wendy Berry, Sales Evolution |