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.
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.
P Ramesh Chander
Your CRM Expert