Successful companies place great emphasis on developing enduring relationships with their customers. That’s because they know that customers are aggressively prospected and loyalty cannot be taken for granted. Customer focused companies understand that relationship building and follow on service are critical components for promoting both customer retention and revenue growth.Good customer service actually generates opportunities. Sales professionals tend to view customer service as a burden that distracts them from the job in hand but the reality is that customer service provides opportunities for cross-selling, up selling and generating quality referrals.Good customer service pivots on attention to detail and responsiveness, with customer satisfaction surveys suggesting that little things make all the difference. Taking this into account, it should come as no surprise that customer satisfaction surveys highlight unreturned phone calls and a failure to keep promises as the cardinal sins.You should aim to surpass your customers' expectations; go the extra mile and you’ll turn your customers into brand champions willing to sing your praises from the rooftops. If you remember that referrals and follow on business are in proportion to the quality of service you offer you won’t go far wrong.There are three key ways to ensure your service is remembered for all the right reasons:First thing’s first, you need to make sure you under-promise and over-deliver. Don’t make promises you can’t keep and you’ll quickly build a reputation for reliability.Secondly, as we’ve already established, it’s essential that you pay attention to the little things. Get in the habit of returning phone calls, e-mails and other correspondence quickly. Consider setting up a system tracking dates important for your contact – everybody likes to receive a surprise birthday card and it’s more than acceptable to send a personal note or article of interest every six months or so. You can even send them a promotional gift – a letter opener, coffee mug or calendar with your contact details on it.Finally, establish a feedback system to keep track of how your initiatives are working out. Service is not defined by how your customers perceive its value. By continuously monitoring customer satisfaction and striving to increase it, you’ll soon be forging ahead of the competition.SalesLinksAbout usInterim and contractsSalary comparison toolContact usNews and updatesLinksSales recruitment – Q3 market updateSales recruitment - market update H1 2014Sales in the packaging industry – a market updateSales testimonialsInsight and adviceLinksWhy should you develop the talent in your sales team?What does a great sales CV look likeWhy should you use a recruiter in your job search?What are the effects of candidate uncertainty in the market?How to identify a top sales candidateDo you value your employees as much as you should?A flexible sales team: why you need dynamic working optionsWhy should you use a recruiter in your job search?Successfully prepare and pitch your sales solutionThe science of sales part 3 – ForecastingThe science of sales part 2 – Selling valueThe science of sales part 1 – Intelligence based prospectingInterview with Francois Stoop, vice president of sales Europe at First Sight In…Interim commercial managers bring positive changeSales recruitment: key skills to identify when hiring top talentPrinciples of persuasionManaging clientsSales networkingSales interview guideSelling in a slow marketEffective sales recruitment: the key behaviours of a top sales managerThe sixty seconds sales seriesSeven insightful interview questions to ask a sales candidateSales recruitment and employee ‘buy back’
