Follow-Up at a specific time interval
after each sale.
Mail - keep your name in front of them
o
o
o
o
o
Promotional material
New product information
Company newsletter
Newspaper articles
Letter with a reply card
SERVICING ATTITUDES
Personal Reliability - don't be a flake
Second-Mile Action - there is no speed limit on the extra mile
Winning Back Former
Customers
Reasons for losing an account
Something the seller does
o Something the seller fails
to do
o Something the company
does
o Something the company
fails to do
o A question of service
o