A Quick Way To Win New Business – Make a ‘How Are Things Going Call’
We have all been on the receiving end of mailings from organisations we have done business with. Book a flight, buy a computer and you will get endless mail from them. For example, just six weeks ago I bought a waterproof jacket and I now hear from the retailers every week with a sales ‘love letter’ about new products and special offers.
Actually I have no problem with this at all. I can opt out at anytime and these companies are only doing what I would tell them to do … keep in touch with their existing customers and clients.
However, in certain personal or professional service sectors there is another very effective option … make “how are things going calls?” This strategy certainly works brilliantly in the legal sector and the same would apply to other areas too.
I have for example encouraged some of the law firms that I have advised and trained to call some of their selected business and commercial clients and simply ask, “how have things been going since that …..… ?”.
Apart from the goodwill this creates, it shows real interest in them and most clients are grateful and are happy to share progress since whatever it is you did for them. However, I can tell you that it has a much greater tangible financial benefit. In approximately 50% of these calls the client will respond with something along the lines of … “Actually, whilst you’re on the phone there is something that we might need your help with … !” Thus this simple and easy client or customer service gesture turns into a revenue producing strategy.
Carefully select your target clients and try it and let me know how you get on.