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Hello Sir/Madam,
We continue this week with our last
topic; Acquisition or
Retention?
Acquisition
or Retention - Retention Final
Word
The last point to make about
retention is personal contact, you have sent them the
weekly e-mail, the monthly newsletter and the quarterly
catalogue but they must hear from you directly human to
human on a regular basis.
I am assuming that it’s not
like Amazon or E-bay where you have 10,000,000 customers
but a client base of say under 10,000 clients.
Each customer who makes you $500- $1000 + a year needs a
personal call or visit 4 times a year. This can range
from a 2 min “G’day” call to a full-blown golf day
depending on their value to your business.
All your clients should be
assigned to someone in your organisation for the
quarterly call, the top clients are called by the senior
execs and so on down the line. The task is to let them
know that you care for them and their business and they
have a direct contact person they can always reach with
a request or a problem. You will be amazed at the times
you hear “I’m glad you called we were looking to order a
new….”
Key times of the year to call
are; pre-Christmas, early March (Easter), pre-end of
Financial year and early Nov.
We would love to hear of any
ideas you have on this, drop us an e-mail.
Prospect Marketing
News
We
have an updated release of the Demo for download featuring a fully functional version of the DataLake
software and featuring a sample of over 9000
records.
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