More self-confidence for sellers: customer love does not rust

There are three reasons why Seller customers verlieren: Of the Customer dies or files for bankruptcy. They did a bad job pushing the customer away. Or the competition did a good job and pulled the customer away. And now?

Once lost, always lost?

• In the first case you can actually get nothing more.
• In the second case, you owe it to the customer to offer him compensation.
• And in the third case, you owe it to your company to win back the customer.

Now, however, many sellers say: A customer who has jumped, does not want anymore. He did not quit for nothing. He has had bad experiences with our offer and is now so annoyed that no ten special offers would return him. Once lost, lost forever. - Perhaps you think. But that's not true!

Recapture customers

The books on the subject (advertising)

Research shows that it is much easier to win back customers who have dropped out than to win new ones. Even if they leave you: At a certain point these customers were convinced of your offer. In any case, there is a relationship between you.

And familiar things are easier to handle than to adapt to something completely new. You can take advantage of this natural persistence of thinking here. Maybe it was just a trifle that bothered the customer - something that can be fixed.

No fear of the conflict

So resist the misconception: lost customers won't come back. The reluctance to approach lost customers is not rational. Actually only rules here Anxiety. The fear of one Konflikt.

I'm not kidding you: if you call an annoyed customer, you'll get your ears full at first. The former customer explains to you in detail what he has known about your Companys, your offer, your service. You cannot avoid this conflict.

Listen carefully!

Discounts for your success (advertising)!

So what? Are you so delicate that you can't stand it? This is your chance! You just have to I aufmerksam listen. Because from his litany you can already hear the means by which you can win back the customer.

Once he gets rid of his anger, he waits for your reaction. This is your opportunity: if you sign up now Honestly sorry, take this opportunity to repair the relationship. By offering your customer concrete compensation and asking them very specifically: How should our service/our offer be in Future look so we can get back in Shop come?

The door is wide open!

That's it. The door is now wide open again. Your client will be surprised and a little flattered by your interest in them. Because ultimately it is pure Esteemthat you bring to him.

In this way, you even have the opportunity to make an A customer from a former B customer - by tailoring your offer exactly to your needs.

Assess your potential correctly

The important thing is that you have to show the customer how important this customer relationship is to you. It's worth it for that Investment of a quarter of an hour's time and one light stressed ear canal, right?

So, by really researching your market and your customers, you can accurately assess their potential. You can prioritize the customers and your activities and thus exploit the full potential. Where is that taking you? Best to the moon. And if you want to go to the moon, you have to aim as high as possible. Even if it misses the moon, it will at least hit a star. Set yourself ambitious Set! The more you trust yourself, the more you can achieve.

Setbacks are included

Is not there a risk of overconfidence? If you want to go too high, it can really be nasty to fall on your nose. Yes, that's right. But regression is part of life.

But you are right about one thing: ours Society there is no error culture. Anyone who has ever gone bankrupt with their company is viewed as a failure. From then on, you don't trust him anymore.

Failed entrepreneurs are more successful on the second attempt

What a mistake! A Boston Consulting Group survey shows that entrepreneurs who have failed once tend to be more successful on their second try than those who have never failed: you Turnover and their employee numbers are growing faster.

Actually logical: These people now know how to do it and what to watch out for. Most importantly, they have it Courageto try new things and don't let them get you down. You know what you want. And that's why they get it.

If you do not have any goals, you do not

The Problem in sales: Most salespeople don't know that. Imagine: I even meet salespeople who have no goals at all! They just do what's on their schedule.

They will, in turn, visit the customers who are scheduled for their tour planning. In short, they only think about what they have to do, but not what they want to achieve. But those who do not have goals do not.

What helps to achieve goals?

You may have heard of the Harvard study, according to which the three percent of students who had written down their career goals after ten years clear earned more than the remaining 97 percent.

Mark McCormack describes them in detail in his book What You Get at Harvard Business School do not learn”.

Visualize your goals

Another Dominican University study has investigated what helps achieve goals. 267 participants from different countries have been divided into several groups:

• Some were silent about certain goals they wanted to reach in the next four weeks,
• the second group recorded the objectives,
• the third wrote down what it was going to do to reach its goal,
• the fourth also told their friends about their aims
• and the fifth wrote additional weekly reports of their progress.

Perform regular success control

The result is predictable: Those who wrote down their goal had double the success of those who only wrote it down Head had done.

The best success was achieved by those who regularly wrote reports about their progress, that is, a success check.

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