Consider among your clients whose purchases are poor during the last year and are not likely to increase considerably in the future. Also suppose that you have one tremendously profitable account whose buys amount to almost 25% of their total quantity of your company. What type of service and follow-up should you supply to every single? Obviously the bigger, more profitable consideration would likely it support Tonbridge and it support kent receive increased attention on your part.
For all clients, you need to analyse how extensive your followup should be. For many reports, an occasional email, letter or telephone call should suffice. For more active customers you might need to make in-person calls each week or so. Customers who’ve made or are more likely to make large purchases at any point in the future certainly deserve the best personal service you may supply.
Many salespeople are fond of quoting the Pareto Principle in regard to sales, stating that approximately 80% of their customers supply them with just about 20% of their total sales quantity in their lands. Conversely, about 80% of overall sales volume comes from just 20% of the customers.
Your principal responsibility for a salesperson is to market products or services profitably. This should be your guideline when calculating accounts. Your time is limited, but time spent with customers is often an investment in larger sales and prospective profits. Even reports which are semi-active or lacking potential could become high volume purchasers if follow-up and service actions can boost their approaches toward you and your organization.
Follow-up activities vary substantially by industry and product. At one extreme, it is unlikely that a Scout selling raffle tickets house to house during his annual fundraising will make any followup calls throughout the year. On the other hand, a retail merchant buying home goods for re-sale may require routine assistance from their provider such as inventory maintenance, product displays, and co-operative advertising programmes that may be part of their follow-up. The Scout group will have to provide the prizes and should publish a list of winners.