To some sales agents, service is what they do when they don’t feel like selling. Service can be a way to putt off more important activities. Don’t use service calls as a way to pad your call report. Making service calls to your customers is very important, but remember that a service call should have definable objectives.
One problem that many have with service calls is that there’s very little short-term reward for it. There’s a much greater immediate reward for, and attention paid to selling than to servicing.
We define service as anything that builds trust or confidence that in our company and the services we provide to the customer. We’ve put together a list of services that are specific and measurable that you can use to make service a more specific part of our sales planning.
1.Write thank you notes as part of your service system. Carry the cards in your car and fill them out at the end of the call.
2.Conduct a training session for the client and their staff. Something in the sales training or customer service field is usually appreciated and it shows an interest in the customer’s success that goes beyond just the business you want from them today.
3.Schedule a visit of upper management to the client. This is symbolic but also allows your upper management team to gather information and stay connected.
4.Conduct office tours on a regular basis. Allow clients to come to the office to get a grasp of the depth of professionalism and dedication that goes into meeting their needs.
5.Throw a client appreciation party.
6.Bring coffee and donuts to their office. Get stickers that have your company logo and your contact information and put them on the box so you have many opportunities for name recognition.
7.Help clients with long term planning and strategizing efforts.
8.Send a thank you card or small gift to clients after they utilize your service for the first time. It shows you appreciate your customer and that you stay on top of the things happening at your company.
