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Boosting Your B-to-B Sales
Here are a few tips to help you improve response to your business-to-business direct mail: Mail to different job titles. In large companies, decisions are made on many levels, so you must prove to all that doing business with you is beneficial and safe. Try mailing to different job titles simultaneously, perhaps with different copy addressing each level's concerns. Or you might encourage pass-alongs of the same piece. Provide complete information. Business decisions require more consideration. That's why it's vital to provide complete product specifications and detailed features. Avoid chest-beating corporate brochures. A brochure should have a clear, specific purpose. Stick to that purpose and save the heady language and images for your annual report. (Taken from the DM News Web site-September 10, 1999.) Keeping Customers With Good Customer Service Successful companies provide proactive customer service. Proactive customers service leads to increased business and loyalty. Here are a few tips to keep in mind. Be a double checker
Customers appreciate it when a sales representative takes a minute to check on an item they've asked for. It lets them know they're being listened to and cared for. Do something extra
Average service is about meeting the customer’s expectations. Great customer service is exceeding it. Give your customers more than they expect, and they'll return to do business with you. Take the initiative
Offer several solutions to the customer's predicament. If one doesn't work, make sure you have multiple avenues to resolve their problems. This way, the customer knows you are trying your best to help them, and in the future will not hesitate to buy from you, since they'll know whatever problem they have, you'll be able to fix it. |
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This intel was contributed by sali88
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May, 2012
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