Many business owners only think of the customers once the communication starts happening, but it’s important to think about all the stages your customers will go through. These stages are commonly referred to as “before the sale,” “during the sale,” and “after the sale.”
We’re focused on the “right now” and get caught up in the moment of trying to close the sale, which is why most business owners live in the “during the sale,” stage. However, it can be beneficial to focus on all three stages to increase sales and awareness with your customers.
Business owners who focus on the “before the sale,” are concentrating on the marketing or bringing people TO the sale (by bringing traffic to their website, increasing awareness of their product, driving a promotional opportunity).
However, fewer business owners are focused on the “after the sale.” When the deliverables are met, or the sale is completed, customers are often left alone without much interaction from the business owner. Very few business owners follow up with their customers to build the relationship further.
Going through the three stages would look something like this:
Before the sale
How can I build the relationship with a potential customer before they even come to me? How can I develop a relationship with that customer that will build trust?
During the sale
How can I make that process extremely friendly for the customer? How can I go above and beyond to make sure the customer is taken care of? (Live Chat Inc. is software for your website can be fantastic to boost your customer service.)
After the sale
Even after the sale is completed, making sure the customer is satisfied. How can you build the relationship with the customer so that they come back to you when you have a new product or service available? (Constant Contact is a great tool for managing your email list and helps you stay in contact with your customers)
When you build a robust relationship centered around these three stages, you’ll see an increase in your sales, create great relationships and get great testimonials for your business.