Consider among your customers whose purchases have been bad during the past year and are unlikely to increase significantly in the long term. Also assume you have one tremendously profitable account whose purchases amount to almost 25% of their total quantity of your company. What type of follow-up and service should you provide to every single? Obviously the larger, more profitable it support Tonbridge and it support kent consideration would probably receive greater focus in your part.
For all customers, you should analyse how broad your followup should be. For most accounts, an occasional email, letter or phone call should suffice. For more active clients you may need to make in-house calls each week or so. Customers who’ve made or are more likely to make large purchases at some point in the future certainly deserve the finest personal service you can provide.
Many salespeople are fond of quoting the Pareto Principle in regard to sales, saying that approximately 80% of the clients supply them with only about 20 percent of the total sales volume in their territories. Conversely, about 80 percent of overall sales volume comes from just 20% of their clients.
Your principal responsibility for a salesperson is to market products or services . This should be your rule of thumb when servicing accounts. Your time is limited, but time spent with customers is often an investment in larger sales and prospective profits. Even reports that are semi-active or lacking potential could become high volume buyers if service and follow-up actions can improve their approaches toward you and your company.