So, it’s the beginning of the month and you need to find a way to hit that all-important commission target.
Read on for four strategies to boost your client retention, ensuring that you have guaranteed business every month *before* you start dialling out on those “BD” calls: a client retention playbook, if you will.
A trait of many sales professionals is the ‘gift of the gab’. When you’re on the phone or in a meeting with a client, carefully listen to what they’re saying and take it on board. Enter into a conversation with them, rather than rushing into a sales pitch, and respond to what they need in a meaningful way. This will help you build strong, positive sales relationships that go the distance. You never know – it could even lead to referrals!
2. Do your research
Make sure that you have thoroughly researched the company you are selling into. Client retention is so much more likely when it is obvious that you have taken the time to find out what matters. As well as a company website, there’s social media, forums, business blogs, press releases, and many more ways to find out about the culture, style, and values of a company. This will give you a strong competitive edge when selling your product or services as you can tailor your USP.
3. Be genuine
People can tell when you’re being insincere, so don’t be. Developing friendly working relationships goes a long way to ensuring client retention because people buy from people they like.
4. Stay in touch
Make sure you respond to messages and feedback promptly and be available to answer queries or concerns. This doesn’t end after the deal closes, either. A key to client retention is making sure you stay in touch afterwards. A good way to do this without being pushy is to follow them on their social media channels, and congratulate them on their successes. That way, you will stay top-of-mind for next time!
Our sales commission dashboard is a one-stop-shop for tracking the data around your commission in real-time, and you can keep an eye on that all-important repeat business from clients you’ve retained using our top tips!