Monday, December 17, 2012

Strategic Components of Contact Relationship Management


Technology and communication advancement has opened the corridor to new markets, providing for a cost effective approach to expanding your customer base while building new relationships. As sales professionals we must understands the value of developing, building, maintaining, and growing relationships. An intangible value of a sales person is who he knows and how well he knows them. Credibility within the marketplace allows sales professionals to flourish. The best interest of the client and your company, the old win-win is still the best approach.

The World is Smaller than You Think

The distorted perception of an endless funnel of prospective clients has devalued the relationship building process, which is a pillar for success in this globalization era. Every interaction with a prospective contact must be leverage and converted into an asset component of an every growing network of contacts. “An opportunity lost is a contact gained!” Many sales people neglect the strategic component of contact relationship management, which prepares you for the initial communication with the prospective contact. Time is a valuable commodity that must be respected. If you are ill prepared, what value can you effectively present to a prospective contact? Burning your bridges early will effectively lead to low conversation rates and can tarnish your reputation in the marketplace. People deal with people, do your homework and build successful relationships. The world is smaller than you think!

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