Objectives: • Analyzing the vendor’s organization, focusing on everyday activities, procedures and the creation of a point of contact with the client • Making the organization a valid instrument to save time, improve the quality of commercial actions and improve the presence perceived by the customer • Giving an overview of the software used to manage client relationship Audience: Vendors, representatives and those who wish to analyze the importance of client relationship organization.
Why is organizing the client relationship important?
• How the client sees us
• How the client see our company
• How to make clients remember us
• Do we know our client?
• What does the client know about us?
• Does he know what we can offer?
• What can he ask?
Information and knowledge
• What the vendor knows
• What can he deduce from the information?
• The role of information in the relationship with the client
• Giving and receiving information at the same time
• Customer contact channels:
• what to use
• how to use them
• why it is important to increase them
The activities towards the client
Identifying activities
• Organizing sales activities
• Planning and optimizing sales activities
• Analysis of the current relationship organization
• Growth targets
• Srenghts and weaknesses
• Action plan to improve the relationship organization in the sales process
Time and organization
• The organization: what is its importance?
• Time consuming activities
• The activities that can be made automatic
• Optimizing the time with the client
Organizing the relationship with the client
The information that we have
• How to use the information in the best way
• How to find missing information
• Organization techniques
• Taking advantages of contacts
• Emails as contact tools
• Multiple emails to reach groups of clients
• Customized emails
• Automatic information
• Maintaining the organization
Training the clients
• Improving the relationship
• Making the relationship simple but effective
• Sharing operating modes
Ad hoc
Contatti
