Out of sight is out of mind

Have you ever gotten an haircut… over the phone? Probably not. It’s just one of those things that you have to actually be present for. Well, it turns out – so is Customer Relationship. Deeper relationships are build during a face to face networking with your customers.

How often do you need to meet your customer?  Well this is a question you could answer yourself after undergoing the following test. Make a list of all your customers and put three columns beside it called Visibility, Credibility, Profitability.
for eg.,
Customer Name   Visibility    Credibility   Profitability
Customer 1           Yes             Yes              Yes
Customer 2           Yes             No               No

Criteria for visibility  : in the last 6 months you have had at-least one touch point with them. i.e a visit/meeting or call or sms or email etc.,

Criteria for Credibility is : in the last 12 months you have been approached by this customer for any references or has asked you to give a quotation etc.,

Criteria for Profitability :  In the last 12 months you have done at-least one transaction with them

While you are building visibility with your customers, do remember to communicate with them on information which is useful for them and not sharing promotional or sales related messages.

Happy Relationships!

P Ramesh Chander
Your CRM Expert
www.rixyncs.co.in/