Circling Back with Your Customers
Last updated: October 09, 2022 Read in fullscreen view
Recommended for you
- 01 Oct 2020
Fail fast, learn faster with Agile methodology 647 - 14 Oct 2021 Advantages and Disadvantages of Time and Material Contract (T&M) 521
- 19 Oct 2021 Is gold plating good or bad in project management? 447
- 18 Oct 2020 How to use the "Knowns" and "Unknowns" technique to manage assumptions 421
- 08 Oct 2022 KPI - The New Leadership 408
Start with the basics. “Are you happy with the installation?” Then, “Did we deliver everything that we promised when you first approved the project?“
Lastly, “Is there any benefit you recognized that we didn't talk about, something beyond the obvious utility savings that you're now seeing in the wake of the installation?"
The answer to that third question is very likely gold. They might tell you a compelling story of non-utility-cost financial or non-financial benefits that they’re now enjoying thanks to your project. If so, you could say, "I would love to share that with others who are considering working with us. Do you mind if I quote you on that?"
If you get this kind of information, you could use it for every additional sales call you make to similar prospects. Think about drawing concentric circles on a map, each one around a successful installation. From there you can find others who haven’t yet received those newfound benefits and contact them, using your previous clients’ positive experiences as your opener.
Explore more on these topics
Guest Blogging: The Definitive Guide
