Friday, April 27, 2012

Servicing vs. Selling

Servicing and Selling are not the same thing.

Servicing: Making sure clients are satisfied on specific jobs and with the tasks related to them.

Selling: Making sure clients are satisfied on specific jobs and with the tasks related to them.

Think about that for a couple of seconds. When was the last time you went out to see your best client without a proof, quote or other material related to your job? When was the last time you prepared a list of smart questions and set up an appointment with that customer so you could increase your understanding of where their business was headed?

If it's been more than four weeks, it's time to make a "sales" call. Remember that's how you got this piece of business in the first place, and it's what your competitors are doing right now!

1 comment:

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