As business owners and sales professionals, we know that calling new prospects and turning them into clients is a vital part of creating a client base. These clients are called your “low hanging fruit.” They’re right there; ready to be “picked.” They know you, they trust you, and they’re satisfied with your product or service. They’re your current customers. All you have to do is pick up the phone, make an appointment, and meet with them.

Here are 6 steps that will lead your current customers to giving your more business.

1. Organize your Current Client Call List. Make a list of all current clients and review their client history. Write on your list how long they’ve been with you, how much they’ve spent, what product or service they’re using, and if there are any past or current complaints.

2. Figure out what you want to accomplish from meeting with them. Prepare in advance the purpose of meeting and exactly what you want the outcome to be. Is it to introduce a new product, sell a new product, increase the length of the contract, renew the contract, ask for a referral, or get a testimonial?

3. Set up a time to meet. Let them know you want to meet with them to hear how their business is doing, how your product or service is working for them, and to thank them for doing business with you. They will appreciate you taking the time to do this.

4. Find out if they are happy with your service. Ask them if they’re satisfied with your product or service. Listen closely to what your customer says. Reaffirm back to them what they are telling you. If they’re happy, great! There’s now an opening for you to introduce a new product, ask for referrals, and even get a testimonial from them. Go for it. They want to help you out.

5. Find out if they are unhappy with your service and do something about it. Although they may voice some complaints, it doesn’t mean you’re going to lose their business. Listen keenly to what they say and let them speak without interruption. Then respond by empathizing with their situation and let them know you understand. Inform them you’ll be taking immediate action to resolve the problem and give them a date you’ll get back to them with a resolution. This shows your commitment to resolving the problem quickly. You’ll keep them as your client by showing you care.

6. Never leave without saying “THANK YOU!” Without your existing clients, you wouldn’t have a business. Thank your customer for doing business with you. Keep in touch with a phone call every few weeks. Write down important dates such as their birthdays, anniversaries, and send them a card or small gift of remembrance. Let them know you appreciate their business and you will continue to provide them with outstanding customer service.

ASSIGNMENT:

•   Make a list of your current clients and the status of their accounts.
•   Call your current clients and set up meetings.
•   Prepare your objective and outcome for the meeting.
•   Decide what you want to present at the meeting and rehearse what you plan to say.
•   Role-play with a colleague or friend, using several scenarios of a client who expresses dissatisfaction with your product or service, and work out how you will resolve the situation.

(c) All Rights Reserved.