I Didn’t Know You…. Could… Do… That…….!

Published Articles
Published in

American Printer

on Wednesday, September 20, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Follow effective action with… quiet reflection…. From quiet reflection will come even more effective action.”…………………..……Peter Drucker

INTRODUCTION:

Survey ResultsWe just delivered another client’s Customer Survey Analysis and Report.

However, this one was different --- from several perspectives:

  • A significant number of customers had voluntarily….signed their survey --- in effect, telling our client survey sponsor --- “We really want you to know what we think…who we are….and what more we want from you --- so contact and follow-up with us --- NOW….”!
  • Twenty-six customers…. had offered to provide a ….“Referral”…... Twenty-six. Not three, not ten….but Twenty-Six….! (Referrals are recognized to cut new account development time --- by at least…. 50%....!)
  • With a Survey Response Rate of over 36%...... 42% of respondents told our survey sponsor that our client was receiving less than 50% of their available print work to be awarded….!
  • A high percentage of that 42% said that our survey sponsor’s “value to their future success”….. on a scale of 1 to 7….. was a… “6 or a 7”…!
  • Over 85% of survey respondents….. asked for…. additional products and services….!

So how does….“effective…measurable…. survey follow-up…. occur……….?”

 SUMMARY:

We see a slow but steadily increasing number of clients turning to “Inside Sales Teams” --- for improved customer contact, and more predictable effectiveness…in winning additional work…and customers.

Last week, one highly respected company president --- volunteered to me that his Top Sales Person --- for August --- out of 12 Sales Reps --- was an Inside Sales Person --- with the belief that there would be more to follow from their Inside Sales Team.

Note: that company has “Four Inside Sales Reps” --- and three of the four are smart, organized…… ambitious…….women….!

Note: we have another client, who’s increased their revenues 400%....over the last 8 years….they have only an Inside Sales Team (no outside Sales Reps)……and that client’s pretax…this year….is running over 15% Y-T-D......with their historically best quarter…. still to come!

“Happiness does not depend on what you have or who you are. It solely relies on what you think”……….……Buddha