Sell More Faster

Chapter 6Big Businesses Are Built after the Sale Is Closed

Figure 6.1 Retaining Your Customers

Keeping the Momentum Going

I love writing about this topic. I love it because I attribute a lot of my early success to realizing and identifying how important it is to develop an ongoing relationship with your customers, and more specifically creating some sort of client service department inside your company. It's my experience that a lot of the best salespeople and many founders miss this up front and it isn't until they realize that there is a churn issue that they do something about it—and often that's too late.

Developing an ongoing relationship with your customers is imperative and it's important for you, the reader, to understand that the growth of your company actually starts here! Even if you have the greatest salespeople in the world, if you don't care for your customers, listen to your customers, and appreciate your customers, they will know and they will leave when someone better comes along. If you do take the time to be a good vendor and partner, then your customers will help you grow in many ways, like being patient when things aren't going well, telling their friends and peers at other companies about you and most important staying a customer.

In this chapter we will cover (1) customer-centric cultures, (2) what a postsales process is, (3) retention, and (4) growing ...