With the majority of companies watching every penny they spend, sales cycles will be impacted. You may start to notice that your sales are taking longer to close or companies are delaying purchases for indefinite periods of time. You need to start looking for sales elsewhere. Look at your customer base.

The majority of companies sell to clients and then forget about them. Unless they sold them maintenance contracts, which means they will touch base with the client…once the maintenance is up for renewal. If you recognize yourself in the previous sentence, break the mold. Put together an effective campaign to start communicating to your customer base. Aim to hit the customer base once a quarter with a variety of programs. If you are communicating quarterly, increase your program to monthly. Offer incentives specifically to the base for upgrades, additional services, etc. Review your product/service offerings and segment the customer base appropriately.

You will be surprised with the results. We all know that it is easier to sell to companies who know your company. Who knows you better than your customers?

Posted: Wednesday, March 25th, 2009 | Lead Generation, Technology Marketing
Leave a response | trackback | RSS 2.0 |