Failure to keep in touch with customers can harm your bottom line.
One of the best sources of added revenues for your business is your existing customer base. Whether you’re upselling, cross-selling or performing additional services, when you sell to homeowners for whom you’ve successfully completed a project in the past, a big part of the work has already been done. That is: They know and trust your company. That gives you a huge advantage over the competition and a head start on your sales process.
Successfully selling to existing customers requires a lot of effort. The key is to be sure your company springs to mind when the need for additional work comes up. That means keeping in touch with customers on an ongoing basis, without becoming a pest.
Customer relations used to be easier
In the old days – like when your Dad was running the company – there was a shoebox filled with 3 x 5 cards. Each time a customer was called, or a postcard was sent, notes were added to their card and it went back into the file to be contacted again during the next round. This was how customer communications were handled back then.
Well, it’s not your Dad’s company anymore. Times – and business - have changed. Today, crafting, implementing and managing an ongoing customer relationship management (CRM) program requires effectively leveraging a variety of media (email, print, blogs, social media, telemarketing, etc.) to communicate useful, non-promotional messages to the right customers at the right time. Your content must be based on a variety of factors, such as they type of work you’ve done in the past, the time of year, the type of systems installed, etc.
Technology to the rescue
It’s no surprise that software and the internet have been brought to bear on this modern business challenge. Customer relationship management programs are becoming ubiquitous. In fact, if you’re not already using a CRM program – either on your in-house computers, or in the cloud – it’s time to get on the bandwagon.
The good news? There are lots and lots of CRM systems available. The bad news? Well, go back and re-read the good news. However, as always (well often), GreenSky is here to help. This blog post provides a list of popular CRM software systems to give you a head start. Of course you’ll want to do your own review to find a solution that meets your exact requirements. The blog has information on how we can help there, too.
Read the blog and begin your quest for more sales to existing customers today. You can’t afford to let this rich source of new revenues go untapped.