Written by Thomas Norris
References Beyond the Sale: Building Post-Purchase Engagement
Salespeople are always looking for an edge. Whether it’s a new technique, a better understanding of their customer’s needs, or the latest technology, sales professionals are always looking for a way to stand out from the competition. One area that is often overlooked by salespeople is post-purchase engagement. While it may seem like a minor detail, engaging with customers after the sale can help build trust and loyalty, both of which can help you win more business.
When it comes to post-purchase engagement, it all starts with a good reference. By asking your customers to provide a reference, you can demonstrate that you value their opinion and that you are committed to their satisfaction. After all, what better way to show your customers that you care about their experience than by having them share it with others.
Once you have your customer’s reference, you can use it to your advantage. Here are a few tips on how to use references to build post-purchase engagement:
1. Share the Reference: Once you have a customer reference, don’t keep it to yourself. Share it with your prospects and other customers. This helps to reinforce the positive feedback you’ve received and can help build trust and loyalty.
2. Ask for Follow-up: After you’ve shared the reference, don’t just leave it at that. Follow up with the customer and ask them how they’re doing. This helps to build a stronger relationship and shows that you care about their experience.
3. Educate Your Customers: Use the reference to educate your customers about the product or service you offer. You can use the reference to provide additional information to your customers or to explain why your product or service is the best choice for them.
4. Connect with Your Customers: Use references to connect with your customers. Share stories about how other customers have benefited from your product or service. This helps to create a personal connection and can help to build loyalty.
5. Use References in Your Marketing: Use customer references in your marketing. Testimonials are a great way to illustrate the value of your product or service and can help to build trust and credibility.
These are just a few of the many ways that references can be used to build post-purchase engagement. By using references, you can build trust, loyalty, and credibility with your customers and prospects. This can help you to stand out from the competition and, ultimately, win more business.
References can be a powerful tool for salespeople, but they need to be used strategically. It’s important to remember that references are an extension of your customer service, so it’s important to ensure that they are properly managed. Be sure to ask for permission before sharing a customer’s reference and always be respectful of your customers’ privacy.
With all of this in mind, there’s no reason why you can’t use references to build post-purchase engagement. By following the tips outlined above, you can ensure that your customers are satisfied and that you are building loyalty and trust with your prospects. And, with a little bit of effort, you can use references to stand out from the competition and win more business.
So, what are you waiting for? Start using references today and take your sales career to the next level.