How do you maintain a sales relationship after the deal?

I would say sales isn't just about transactions. It's about forging enduring bonds. Clients choose a salesperson they trust, not just the company. Over time, this trust deepens, creating lasting partnerships that go beyond business portfolios. It's about being there, understanding their needs, and consistently delivering on your word. These human connections are the heart of long-term success in sales.

The best sales folks care about delivering promised value and beyond. Hence, the most important post sales initiative is to have a scheduled touchpoint with every client the sales rep onboards. Against instinct and beyond Job descriptions, the sales rep needs to engage with the client more during onboarding and even when things have been handed over to customer success.

The goal is to make your clients feel special. The secret is carving out time on your calendar every month to reach out to your clients with no ulterior objective other than to check up on them and see how you can better serve them. Here's a personalization tip that works well: Once the deal is closed, send them a nice personalized mailer that lets them know how much you appreciate their business. You can even include a small customized gift that has THEIR logo on it. It's little things like this that stand out to clients and let them know you care. Another way to enhance your customer's experience is to offer to take your local clients out to lunch/dinner, invite them out for a game of golf, or whatever they personally enjoy.

In payments and other industries, the real work begins after a sale, when you execute on all those promises. For this reason, it makes sense to present realistic deliverables, be transparent about challenges that may lie ahead and collaborative throughout execution.

One valuable approach is to implement loyalty programs that acknowledge and reward customers for their recurring support, whether through points, discounts, or exclusive access to specific products or events. This, in turn, encourage satisfied customers to refer others to our business by offering incentives or rewards.

Especially in SaaS but also in other fields, the real work comes after the sale. Having a good Customer Success Team that stays in touch is crucial. They represent the customer's voice within the company and act entirely on their behalf. Here's how you can maintain a strong sales relationship post-deal: - Consistent Communication: Ensure regular contact through feedback meetings, support resolution, and site visits. Keeping the lines of communication open is critical. - Performance Improvement: Assist in enhancing the performance of your product or service in its current applications. This shows commitment to their success.

Acknowledge their accomplishments. Whether you keep up with their personal or business journey, use news about either to keep in touch and strengthen your relationship. Be genuine about it, if you are truly doing what you love to do this should be easy. If you follow their company and see some exciting news about an award they received or a milestone achieved for their business, take it as an opportunity to reach out and congratulate them. Same goes with their personal achievements, if they share something on Linkedin it is because they are proud of it and want others to acknowledge it. Doing so will be appreciated and lead to discussion on other topics.

Not everything is business, did you know that? How are they doing and humans and what their other goals and interests are? Don’t treat people as walking money. Put your heart into it and care for them, their people and their dreams too. Go beyond the practical stuff, the processes, the invoices, the deliverables - if you build a connection that is true and deep and beyond the companies and their deals, you have truly accomplished something special! This bond will go beyond any deal and will give fruits for life.

Sealing the deal is just the beginning. To nurture long-lasting client relationships, post-sale efforts are key. Stay engaged, provide exceptional support, and offer value-driven insights. Regularly engage with your clients to inquire about their experience, address concerns, and gather feedback. This ongoing dialogue fosters a sense of partnership rather than a one-time transaction. By continuously delivering exceptional support, you'll not only retain clients but also unlock the doors to referrals and upselling opportunities. As you continue to understand your clients' evolving needs, you can introduce complementary products or services that enhance their experience. This not only benefits your clients but also increases your revenue.

Make them look good for their employer. Sometimes a simple recognition elevates them in the eyes of their peers and helps form long-lasting bonds. Any activity that helps them professionally advance in their careers will make you an invaluable ally. Remember the relationship is an outcome and your action and attitude are the inputs.

Walk the Talk. Nothing builds more trust than doing. Do more than say. walk a mile in their shoes and first give what they want

Build trust by telling clients no. I turned away a $10,000 sale last week. Why? Because it built incredible trust. My client would have had no cost benefit by purchasing through me vs. a factory direct. I knew that, so I told her. And she walked away. Guess what happened next... That same customer connected me directly via email to another buyer at the company with a very sweet and kind message about her relationship with me. I had a call set up with the new buyer the next day for a holiday project. A little trust goes a long way.

Be more than the competition. Being readily accessible, and responsive to client needs is fundamental in building trust and a healthy long term relationship. Throughout my career I’ve chosen to make myself available to clients and company during off hours in order to rapidly build trust.

Another thing i exprienced in my relation with my client: - decrease self centered approach - increase the level of sincerity according the client behavior and his/her moral caracter - dont forget that every deal is between two or more human so dont act like machine

Overdeliver, keep your word, do what you say you’re going to do and have the Mindset that all of your customers are VIPs. Congratulate them on their wins, when you see an article or news about their company, send your customer a hand written note about it. Live in an attitude of gratefulness.

We need to be careful with what "add value" is. Value is seeing from the eyes who receives it, not from the ones who gives it. If you want to add more value to your prospect/client, make sure you do the following: - Understand their needs and pain points - Tailor you approach based on their personal challenges (The head of marketing of a company is not going to have the same personal challenges as the head of people) - Listen to what they tell you while you build the relationship or delivers a discovery session. Follow up on this in a more personal level and provide some help. This will also help your prospect see that you truly care, and this is not only while you speak with them over the phone. To summarise, make for them, not you.

Say, you have closed a deal for product X, question yourself on- will there be no evolution of practices, will there be no new challenges that customer will face in due course of time? Answer, I am sure, will be Yes! then the solution sold by you will become obsolete one day for sure & competition will come by providing a better product or solution. As a responsible employee, you would have seen that your organization is always undertaking research for upgrading current product mix. Why? I believe in this way your organization give you the opportunity to win trust with your customer but also superb word of mouth advertising. In this way customer not only will appreciate but look at your organization for upgraded products and solutions.

Closing a significant deal is just the beginning. A week later, follow up , sharing an industry report relevant to their interests. Highlight key data: "Our survey shows a 30% productivity increase for companies using this solution." Schedule quarterly calls to discuss their experience, asking thoughtful questions and offering tailored solutions. Mention relevant stats: "Clients using this feature reported a 25% cost reduction." Over the months, send updates about new features and exclusive offers, showing how similar businesses achieved 20% revenue growth. By consistently adding value with data-driven insights and personalized interactions, you transform a one-time deal into a long-term partnership.

Continue a agregar valor ao relacionamento mesmo após a venda. Ofereça conteúdos relevantes, como artigos, webinars, ou treinamentos que possam ser úteis para o cliente. Além disso, informe sobre novos produtos ou serviços que possam beneficiá-los. Agregar valor demonstra que você se importa com o sucesso contínuo do cliente.

Use the feedback from your customers to influence your product roadmap. Prioritize support issues and product improvements based on their needs. Remember, the relationship with your customer is an ongoing journey, not a one-time transaction. Keep them engaged and satisfied; they'll stay loyal to your brand.

Solicitar feedback demonstra que você valoriza a opinião do cliente e está comprometido em melhorar. Utilize pesquisas de satisfação, entrevistas ou simples conversas para coletar insights sobre a experiência do cliente. O feedback não só ajuda a aprimorar seus produtos e serviços, mas também fortalece o relacionamento, mostrando que a voz do cliente é importante para você.

Create multiple feedback channels: - Formal surveys (NPS, CSAT) - Informal check-ins during calls - Third-party reviews Ask specific questions: "On a scale of 1-10, how likely are you to recommend us?" "What's one thing we could do better?" Act on feedback quickly and visibly. Show you're listening. Close the loop: "Based on your input, we've made these changes..." Negative feedback is an opportunity to turn critics into champions. Embrace it. Share positive feedback with your team. It boosts morale and reinforces best practices.

Feedback is essential when it comes to sales. This will inform your future decisions about your products and services. Feedback from various vendors whether online or offline. It helps the company to increase its leads and referrals.

Asking for feedback is vital for enhancing client satisfaction and refining your approach: 1. Utilize Surveys or Polls: Gather feedback through structured surveys or polls to assess satisfaction. 2. Encourage Direct Communication: Foster open dialogue with clients to solicit honest feedback. 3. Emphasize Importance: Highlight the value of their input in improving service and satisfaction. 4. Act on Feedback: Use feedback to make meaningful improvements and address any concerns. 5. Leverage Testimonials and Referrals: Encourage satisfied clients to share their positive experiences to attract new business. By actively seeking and acting upon feedback, you demonstrate your commitment to continuous improvement and client-centric service.

Explore Upselling Opportunities: Look for potential new use cases for your customers, which might lead to upgrading their plans. This approach can lead to net revenue expansion.

Every interaction is a chance to uncover new opportunities. Keep your antenna up. Listen for pain points beyond your current solution. Stay informed about their: - Company news - Industry trends - Competitor moves Proactively suggest ways to expand or optimize their current implementation. Create a joint success plan with clearly defined KPIs. Introduce complementary products or services that align with their goals. The best salespeople are problem finders, not just problem solvers. Set up Google Alerts for your key accounts to stay ahead of relevant news and changes."

Feedback is most critical specially whenever there is a change over or you are replacing your product . Need to ensure proper data collection is being made so that we are not surprised by the negative results as the competitor who lost the place will also fight to come back .

Seeking opportunities to expand your sales relationship is crucial for long-term success: 1. Upsell and Cross-Sell: Identify additional products or services that meet your client's evolving needs. 2. Propose New Solutions: Offer innovative solutions that address emerging challenges or opportunities. 3. Create Value-Added Packages: Develop customized packages or bundles that provide enhanced value. 4. Collaborate on Projects or Events: Explore opportunities for joint initiatives or partnerships. 5. Engage in Community or Loyalty Programs: Invite clients to participate in exclusive programs or networks.

Identifique e aproveite oportunidades para oferecer novos produtos ou serviços que atendam às necessidades do cliente. Seja proativo em sugerir soluções que possam agregar valor adicional. Manter-se atento às oportunidades não apenas aumenta suas vendas, mas também solidifica sua posição como um parceiro valioso e confiável.

Think long-term. Your goal isn't just to maintain the relationship, but to make it unbreakable. Share their success stories within your organization Advocate for product improvements based on their needs Invest in your own growth: - Stay updated on industry trends - Continuously improve your skills Build a personal brand as a trusted advisor in your space. You're not just selling a product; you're selling your expertise and ability to drive results. The strongest relationships weather storms together. Be there in good times and bad, and you'll create customers for life.

Find out what or who is a good introduction for your prospect or client and go to the meeting with them with a referral for them.

Another important point is to ensure that you are available throughout the project implementation, adoption, and their use throughout. Depending on what was purchased, implementation may be as fast as hours to as long as years. The customer journey does not end with the sale, it continues throughout their adoption. Only by constantly keeping up with them to understand how they are using will you be able to constantly add value for them to treat you as a trusted advisor and continue the business with you. The worst you can do is to only disappear after contract closure, and only appear again during an up sell or renewal. That is a guaranteed recipe for disaster.

Exceptional service: Always go the extra mile to exceed expectations. Regular communication: Stay in touch with personalized updates and offers. Seek feedback: Understand client needs and identify areas for improvement. Share valuable content: Establish yourself as a trusted resource. Celebrate successes: Recognize and reward client achievements. Host networking events: Strengthen relationships and generate leads. Personalize interactions: Tailor communication and offerings to each client. Show empathy: Offer support during challenging times. Anticipate needs: Stay ahead of the curve and adapt to evolving needs. Continuous improvement: Strive to enhance products, services, and customer experiences.

Sales relationship begins with being a part of the consideration set for any potential client. Once you have clinched the deal, the process of firming up the relationship begins. Make sure that: - All preconditions to the sales process are met and delivered. - While the implementation is being done, foresee future challenges, bring it to the notice of your client and have possible solutions too. - Make sure you do everything in your power to ensure a smooth implementation and successful launch. - Make sure you brief your client with the product versatility as it progresses - Be there incase of any issues that may arise - Communicate value additions and it's importance (upsell) - Seek good references and reviews, it helps in future deals.