Maximising business from existing accounts using key customer interview

Maximising business from existing accounts using key customer interview

When business is hard to come by you need immediate results - and the best way of increasing sales in the short term is to get more business from existing customers and dormant accounts.

FIND OUT HOW

Most customers will never say why they are not giving you more business. Why should they? They have more important things on their minds. So it's up to you to find out.

Customers do more business with those who take the trouble to research their needs. They see it as forward looking, caring and strong on customer service.

Sharpen up on customers' needs (they frequently change)

Re-confirm or identify key purchasing decision makers

Discover why they use competitors and the volume of business handled by them

Find out how they can be persuaded to change to you

Revitalise dormant accounts & identify other sources of business within the same organisation

IMPROVE CUSTOMER CONTACT

Do your people talk to customers as often as they might? Do they maintain contact with all key purchasing decision-makers? Do they try and identify specific issues that stop you getting additional business? Probably not, simply because then are busy dealing with current business.

Key Customer Interviews can be used to discover untapped potential and find out how you are perceived by those people who hold the key to placing additional orders. Time after time we discover customers who respond extremely positively to someone who genuinely and specifically seeks their views.

Telesales staff simply cannot do this type of high level Key Customer Interview. It needs to be carried out by high level staff or experienced marketing consultants who:

Are experienced in identifying new business and sales opportunities

Are not constrained by existing contacts and relationships

Can relate to customers, even the most difficult ones

Are experienced in reaching the right contacts and gaining exceptional co-operation

Specialise in this type of work and have a wide range of industry & business knowledge

Are trained in industrial commercial research techniques

Leave customers with a highly positive impression

GET MORE OF THEIR BUSINESS

"I was pleased this customer found our staff so helpful…but now I know exactly what to do to make our relationship even better.. and get more of their business."

NOT EXPENSIVE

A typical Key Customer Interview package from Allery Scotts includes a consultant working with you for 4 or 5 days (depending upon the sample size) which includes developing your brief at the outset. Allery Scotts will agree priorities with you and you will participate in selecting an appropriate methodology.