We are well into the New Year now and the big holiday selling season is behind us, so now what? This might be a good time for a few simple reminders of things every salesperson can do every day to get better at their craft. These reminders will also increase your sales and go a long way in establishing long-term customer relationships.

Make one more call: Before you go home after every shift, take the time to make one more call to an existing customer. If you are selling products where making calls to customers is not something you would do, then use that time to review the day. The idea is to go that one extra mile before you head home.

Have a purpose: If you do call a customer, then have a specific reason for calling. It may be to follow up on a recent purchase or to let them know the status of an existing order, but make sure you are calling to offer them something beneficial.

Don’t be afraid to e-mail: A lot of people’s preferred form of communication these days is via e-mail or text. If you have customers who fall into that category, then don’t be afraid to e-mail or text your customers to stay in touch.

Schedule time for follow up calls: The best way to ensure that you are making your follow up calls is to schedule time to do them. Some salespeople do it right after lunch, some do it at the end of the day and others do it in the morning. It doesn’t matter when you do it, but if by scheduling a time then you know the calls are getting done.

Review inventory: Inventory is often a salesperson’s best friend, so make sure you know what it is. Take the time every day to review what’s in stock and what product you would need to order. It will save time for both you and the customers.

Thank you notes: With all of the technology we have today and as helpful as technology is in the field of sales, there’s still no substitute for a handwritten thank you note. They show the customer that you genuinely care about them and want them to be happy with their recent purchase. As with follow up telephone calls, schedule time to write thank you notes. It will be time well spent and it will pay off.

These are just a few reminders that will help every salesperson cultivate their relationships with their customers.

FINAO - Brad Huisken