Regular Communication With Your Customers and Prospects is Key

One of the biggest mistakes solution providers (SP) make is the belief that their customers only buy from them and not their competitors. The fact is, large companies buy from several SPs. That’s why it’s very important that you communicate regularly with your customers. If you’re not doing so, then you’re leaving the customer in the hands of a smart competitor.

By assuming your customers have been exposed to someone else’s products and services pitch, you know that you could lose these customers unless they are constantly reminded of the value you bring to the relationship. This means that you have to communicate with your customers on a regular basis. You have to let them know about discounts, promotions, technology solutions related to the solution you designed for them, etc.

HELP THEM MAKE BETTER DECISIONS
You should follow up by sending your reports, whitepapers, videos, podcast about the next steps. You could do lunch and learns and briefings. In other words, provide them valuable information so that they (the customer) can make better decisions. You can communicate in a variety of different ways — via email, faxes, even snail mail but you must be doing it on a regular basis.

A great way to view this is from the perspective of long term value. How can you interact regularly with your client to build a stronger relationship? What can you do to add value to your relationship so that the client thinks of you, not your competitors?

A sale is just the start of a long-term relationship. To establish this alliance and build trust, you need to talk to your customer often.

THE BOTTOM LINE

Your client relationship shouldn’t end with a sale or at the completion of a project.
Communicate regularly with your existing customers and prospects.
Maintaining an ongoing dialog will distinguish your services from other companies.
Let your clients know about pricing, technology, new services and anything else that they will find relevant, valuable and basically help them make better and smarter decisions.

Let me know what you think?

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