Maximising your Advantage
Existing
customers
Particularly beneficial for
turning your quiet moments into highly profitable moments.
Look through your customer lists for companies that have
multiple field personnel. One phone call could lead to the
sale of multiple new phone and data plans.
Why do
this:
If you don't help your
customers take up mobile data plans, then someone else will,
and they will churn out your customer. Your revenue stream
will drop.
Selling to your existing
customer is the easiest sale opportunity you will ever find.
If
your customer doesn't want to look into mobile computing,
you can ask them if they are looking to replace or update
any of their phones. You may well get a sale anyway, just
for making the phone call.
And
don't overlook the fact that this customer contact will help
increase the perception of service and improve your chances
of long term retention. The secret to long term customer
retention is being at the top of their mind at the right time.
Now is the time. Make this your best year ever by being
proactive and ask them about mobility automation software.
How to do
it:
Systematically go through your
customer list looking for any company that might have a
field team of sales, service or maintenance people. Call
them with some simple questions. Your call needs to be
directed to the manager.
First introduce yourself and
remind them your their current supplier of mobile phone
services. (Don't assume they remember, and besides it is for
psychological value to increase their attention to your next
comments)
"Do you have
more than two mobile field workers, in sales or service?"
If they don't
have mobile staff - You can ask about their normal mobiles
situation. eg., "Are you looking to add any new mobile
phones or update any phones in the next 12 months"
If they DO
have mobile staff;
"We thought it
would be important to let you know about a recent trend that
potentially represent a big opportunity for you. There has
been significant price reduction in mobile field team
systems. The automation and business benefits can be really
outstanding. The bottom line is that the return on
investment is can be very attractive even for small
companies. Are you interested in looking to see if this
technology could help you?"
You don't
have to understand the software:
If the customer says yes it
sounds interesting, tell them that you will arrange for a
specialist to call them for an appointment. Then call
Seratec and arrange a joint meeting. You don't need to learn
anything about the software, just introduce the idea and
cash in on the outcome. Seratec do the rest for you.
Next:
>> Walk-in customers >>
Return to:
>> Dealers page >>
More
help with scripting or prospecting;
Please contact Stephen Gray on
0422 110 729 or 1300 851 866 for more information.
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