It is Easy to Build a Relationship in the Sales Process

Keep in front of your customer with positive attachments on all follow-up emails or enclosures on written correspondence.  This can include communications during the sales process and certainly after.

It is easy to do!  Attaching a brochure for a local restaurant with a confirmation email says you are interested in them more than just as a paid slip.  As you follow-up with a potential customer, include a how to, maintenance or accessory brochure.  This improves the relationship and eases the sales process while assuming the sale.  It can also lead to larger sales with additional in the future.

Anything you can do to help your customer make a decision in the sales process or reinforce their decision afterwards will lead to more closes, higher dollars per sale or more referrals and repeat business.   Positive content, something that they will find value in outside of the sale is the key to building relationships leading to increased sales.

At HyPower, we have developed two different brochures that you can use, a preparedness brochure talking about what to do in the event of a hurricane and another on how to save space on your docks by creating utility centers.  We hope to have more soon including Pedestal Maintenance, What to Look for in a Power Pedestal, etc.  If you have any ideas on what can make your life easier let us know.

What kinds of follow ups feel helpful instead of salesy?

Things like maintenance tips, a short checklist, or a guide that answers common concerns can feel like service. When it is relevant to their situation, it builds confidence instead of pressure.

How do attachments help move a decision forward?

They answer questions before the customer has to ask, which reduces back and forth and speeds up the process. They also signal that you are thinking ahead and supporting them beyond the sale.

When should you send value add information?

It works best after an inquiry, after a quote, after a site walk, and right after a commitment. Those moments are when customers most want clarity and reassurance.

How do you keep this from turning into information overload?

Send one useful item at a time and explain why it matters in a sentence or two. If it is easy to consume, customers are more likely to read it and appreciate it.