Spur MORE Repeat Business – Plan #1

5/4/2011 - 12:30 p.m.
Charlie Carter, CEO at Cyrious Software

You are in charge of selling for a sign and graphics company that uses Cyrious Control?  Or you’re the owner?  These ideas may help you grow your sales and deepen your relationships with your best customers.

 

 

 

We all want more repeat business.  I’m sure you’ve seen the stats.  Repeat business is by far the easier and more profitable way to generate more orders.

 

Here’s the example: You come across an new idea to make window graphics (or whatever product you sell) more effective.  Your marketing person does a 2 minute query in Cyrious Control and finds there are 6 customers that can benefit from window graphics.  (By the way, be sure to send this to the prospects that can benefit from this as well.)  You write a short and compelling email (include an image if you have one) about how your idea can be a valuable tool, one that can help them to accomplish their goals.  Marketing sends these emails, enters an activity in each customer’s record (in Control) mentioning that this was sent to them, and schedules a followup call (in Control) for each with each salesperson.  A few of these customers call your company in the next day or two and you have a chance to explore how the idea can help them.  Your salesperson calls the rest to see if they’d like to explore using your window graphics idea and see if there’s anything else your company can do for them.  All the results are recorded in the customers’ records to enable you to serve them and communicate with them more effectively.

 

Punch line: Your company found something of value for your customers and prospects.  Because your had collected information about your customers’ and prospects’ needs and had it in a system, you are able to easily share it with your customers.  You provide value and in the process generate more business.  Using Control for this enables you to get it done quickly, easily and profitably.

Here are some steps that you may find helpful for this idea.  Pick one of your current customers that you have done 2-3 jobs for.  Some of these questions will lead to opportunities to sell more in this meeting.  Either way, record the answers in Cyrious Control.

  • Ask what types of signs and graphics they use. (That they aren’t working with you on.)
  • Ask which sign company provides each.
  • Identify the types of signs and graphics they SHOULD be using but don’t.
  • Get the OK to email them when you have ideas that they can benefit from.
  • Load this info in your company’s Cyrious Control system.  Company UDF’s are the best for this info so the info is searchable.
  • If there’s a separate person that does marketing, go over this with them.  You both should be looking out for ways that your company can bring a different, better, more creative solution to your prospects.
  • Set a goal to come up with 1 solid idea to send out every 30 days (at least) to the customers and prospects that can use these ideas.
  • Use the Advanced Explorer in Cyrious Control.  Choose the inforamtion that you want to screen for and this will show you the list of companies in your Cyrious Control that meet the screening criteria.
  • Write the email.
  • Send the email, enter an activity in each company’s record and schedule followup calls.
  • Track who responds and what’s of interest to them.
  • Track your results (inquiries, estimates, and sales).
  • Evaluate how this campaign worked for your company.
  • Repeat the process.

 

The Basic Training videos in the training area of our website (www.cyrioussoftware.com) will show you how to do many of these things in Cyrious Control.  Or if you have questions, comment below and we can put our heads together to figure out a good solution for your business.

 

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