May 2002 Track Selling Times Ask Roy Chitwood
 Ask Roy
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An anonymous reader from St. Paul, MN asks:
"I keep hearing how important servicing the client is and I don't understand this. I always receive glowing comments from my customers on what a great salesperson I am. I receive many referrals from them. If they have already bought my product from me, why should I take time away from selling to new customers to see how my old ones are doing?"
Roy's Answer:
"Satisfied customers are the best and cheapest form of advertisement. As you know, they will tell everyone they know about the wonderful job you did for them, thus providing you with referrals. Yet, without follow-up, your customers will soon forget about you and instead refer another salesperson. They may even wonder if you are still in business. Remember, your competition is always working to un-sell you and steal your clients. Staying in touch with your customers will keep your name in the forefront.
Every customer presents an opportunity for you to gain a long-term client. By spending 10 minutes a day calling previous customers to make sure they are happy with their purchases and to determine if there are additional products or services you can provide, you will ensure ongoing sales. And over time, these customers will continue providing you with referrals."
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