One of the most productive things you can do with your book of business, especially in today’s rocky sales climate, is to maintain and foster your relationships with your current clients.

In order to do so you’ll need to make contact with them regularly but, contrary to popular belief, you should touch base in between regular sales calls. No one likes to hear from their company representative only to hear a sales pitch. You’ve probably spent a decent amount of time talking to your contacts. Drop them a line occasionally to ask them about their kids, jobs, and lives. They’ll appreciate the personal touch your “working friendship” brings.

You’ll also want to keep track of the anniversary dates of your clients – aka the dates you first made contact. If you’ve had a client for a few years you might want to acknowledge them by sending a quick note of thanks. If you’ve reached a major milestone, like a 10th or 20th anniversary, you may want to do something a little nicer – like sending a gift basket to the office for the staff to share.

Adding a personal touch to your relationships will go a long way in yoru customer retention process. You don’t have to shower your clients with expensive gifts or fancy dinners but you should acknowledge that they exist. If they’re ever faced with another option they’ll remember how well you’ve treated them.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker