| ValueSelling Associates "Customer Retention & Renewal Strategies" Webinar on Oct. 8 |
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Media Contact: Manny Otiko or Theresa Dreike WunderMarx|PR for ValueSelling Asociates P 714-862-1112, ext. 204 or 205 This e-mail address is being protected from spambots. You need JavaScript enabled to view it This e-mail address is being protected from spambots. You need JavaScript enabled to view it
Meet expectations head on and retain your customers ValueSelling Associates Webinar on Oct. 8 provides ideas to produce more revenue from your existing clients
RANCHO SANTA FE, Calif., Oct. 1, 2008 - Most sales professionals think of customer retention as occurring at the end of the sales process or contract term. In reality, it begins as soon as you have contact with a prospect. ValueSelling Associates, creator of the ValueSelling FrameworkTM, offers tips for keeping customers and growing revenue from your existing base during a one-hour Webinar on Oct. 8, 2008.
"Customer retention is one of the most commonly overlooked revenue streams available in a business that sells products or services," said Julie Thomas, president and chief executive officer, ValueSelling Associates. "Companies can often increase retention rates by doing simple things like establishing clear expectations, showing the value in products and services and by building social relationships with decision makers."
During the "Customer Retention and Renewal Strategies" Webinar on Oct. 8, Thomas will share her tips for increasing this portion of neglected revenue such as:
Establish Clear Expectations Customers change suppliers when they are disappointed, yet they can only be disappointed when their expectations aren't met. As soon as a sales transaction is achieved, it is important to jointly set expectations for evaluation. Knowing how a project is evaluated gives a higher chance for reaching the goals and lessens the chance that the customer will be disappointed.
Translate Products and Services into Value The customers' perception that they have endless options can threaten your position as a supplier. Increased customer expectations and the need to justify relationships have raised the bar for all suppliers. Simply selling products is no longer enough; successful suppliers must demonstrate and prove their value. When it comes to proving value, nothing beats facts and data.
Build Social Relationships with Decision Makers Customer satisfaction is most often based on the sales professional's performance and that of the products. The success of your customer retention also will be based on your interpersonal relationships with key decision makers. Customers are more likely do business with people they know, respect and like than those who only contact them when the contract is up for renewal. Knowing the customer at a person level will help to anticipate and respond to requirements, both personally and professionally. A good interpersonal relationship with the customer can reduce the competitive threat.
To register for the free Webinar, click here.
About ValueSelling Associates ValueSelling Associates, based in Rancho Santa Fe, Calif., is the creator of the ValueSelling FrameworkTM, the sales methodology preferred by sales executives around the globe. Since 1991, ValueSelling Associates has helped FORTUNE 1000 business-to-business sales organizations compete and win in markets crowded with seemingly similar products and services. ValueSelling Associates has maintained its position as a leader in the industry by continually evolving to meet the new challenges sales forces face. Clients turn to the experts at ValueSelling Associates for classroom training, online training and consulting services that yield immediate impact, repeatable strategies and sustainable results. For more information, visit http://www.valueselling.com/.
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