| Outcomes
Salt will work with you to develop a proactive account management plan to maximise revenue from existing customers by:-
Detailing the responsibilities of all relevant members of your team
Making sure that operational staff are recognising and passing potential leads back to the sales team
Ensuring that your team are up and cross selling to new and existing customers
Increasing the value of each and every transaction
Ensuring all customers are aware of all relevant products and services
Keeping customers informed about positive company developments
Utilising a company wide customer relationship management tool
Ensuring relevant customers are contacted every quarter as a minimum
Salt will provide account management training to relevant members of staff to support this process if required.
Overview
Many companies focus on new business as a means of driving growth, consequently the opportunity to ‘farm' the existing customer database, whether they be regular, intermittent or historic purchases, is often neglected.
Existing customers represent an easier and less expensive means of generating revenues. To capitalise on this opportunity companies need a formal plan and process to convert this potential into cash.
In addition, proactive account management increases customer satisfaction, loyalty and longevity thereby reducing the risk of losing customers to competitors. |
