Creating Customers from Contacts

August 31, 2018

Prospecting can be one of the most difficult tasks when it comes to increasing sales. while it is important to expand and create new business, it is equally as important to make sure you are utilizing your current clients and contacts to their fullest potential.

 

Communication is key when it comes to utilizing your current subscriber base. Reaching out to your clients for a follow up call, shows them that you care about their experience while giving you the chance to educate them on new products and services and to possibly make a sale. While on the phone it is important to not focus the entire call on selling, but to give your subscriber the chance to ask question and give any feedback they have. This will show that you value their input and help build a positive customer experience. It is very important to make sure you are promptly following up with customers after account activity. Reaching out to subscribers within 24 hours after activity can create more satisfied subscribers, less attrition, and increase equipment and service plan up-sell opportunities.

 

Other way to market to you current clients include:

Implement a retention program.

Send promotional emails.

Start or promote your referral program.

Show appreciation to your current clients.

Explain the full capabilities of your products and services.

 

Maximizing your emergency contacts is a great way to generate new subscribers. Your current clients have already done the hard part of prospecting for you. They've given you the name and contact information you need to reach out, and chances are someones in your company has already interacted with them. Traditionally, emergency contacts are an untapped source for new sales, you already have their information so why not give them a call and see if they would be interested. We suggest having a designated person to contact the emergency contacts and then offer them a friends and family discount for you services. It is also a good idea to reach out to emergency contacts after an alarm event in which they were contacted by the Central Station. Take this opportunity to touch base on the event, provide closure, and review their experience. Then use your rapport with the client to attempt to get new business or a referral.

 

After taking the time to contact both your current client and reach out to new clients it is important to track your results. This could be as simple as a call log that details who you called, their contact information, the outcome of the call, and any next steps. You can always create a more detailed tracking system to meet your unique needs. Tracking your progress will help you see who you've already contacted and the results of those conversations. This will help you evaluate your efforts and calculate your ROI for the time spent reaching out.

 

For more tips and information on how to best utilize your customer data call 844.789.8990 to speak with one of our Sales Representatives. 

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