It’s important to continue a conversation after a sale is made for a number of reasons: To make sure the product or service is meeting (or exceeding) expectations; another is to provide your client new information about trends that could affect his business. Remember, you want to establish and maintain your position as a trusted advisor. Unlike a sales meeting, the objective is to continue the conversation without the goal of making a sale, but to provide value with current clients and stay on top of opportunities in the whole account over time.
That value needs to be stated as a Valid Business Reason for the client to agree to meet.
Avoid this:
“Hey Mike, I’ll be in the neighborhood Tuesday next week. Let’s catch up on stuff. How about lunch?”
Try this:
“Mike – hi! You told me how important it is to stay up-to-date on the latest trends in the coffee industry. Would you be available for lunch in two weeks so we can catch up on a number of new initiatives that Starbucks is taking? We think there are opportunities there for your company that might be worth exploring.”
There may not be an immediate sale for you in that meeting but the information and expert insights you share with your client will most likely contribute in establishing a long-term relationship and in securing repeat business.
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