By President of Sales & Marketing, Tom Pinnock.
Successful Distributors do the things that others don’t necessarily like doing. One of the basics is following up with customers. Learn to be tenacious in your follow up and you will build a healthy retail base that will provide a constant source of leads. If you’re inattentive in this area, you’ll find it difficult to build a loyal customer base.
One of the major differences between buying a product off the shelf in a retail store and buying a product from a Reliv Distributor is that we come with the goods. It’s as if we jump right out of the can and say to the customer, “I’m going to teach you about my products and I’m going to make sure you like the results. If you don’t, I’m going to give you your money back.”
Master networkers make a commitment to their customers and provide them with superior service. They spoil them to the point where they would rather have a tooth drilled than buy from anyone else. They send them cards and personalised notes thanking them for their business. Notes and letters mean a lot to people.
In addition to thank you notes, you want to follow up with phone calls within 24 hours of connecting with someone. It’s also a good idea to touch base with new customers after they’ve been taking the products for a while – not for chat sessions, but rather polite little conversations to make sure that your customer is using the products properly and getting favourable results. If there’s a problem, you are there to work them through it.
Follow up will become easier if you don’t think of a customer as a one-time sale, but rather a lifetime of sales worth hundreds of pounds/euros. Thinking of customers that way will help you to place more value on relationship building and to better appreciate the value of follow up. Besides, I’ve always found it easier to keep old customers happy than to gain new ones. Not only that, but if you do a good job with your customer base, each will become an excellent source for providing new customers and Distributors.
Remember, that getting up close and personal is where we can shine. People still want service and need to know that their business is deeply appreciated. Following up is simply a way of saying thank you for buying our product and when you need our product again, we’ll be there to sell it and provide you with whatever service is required. Master the art of follow up!