Benefits of warm relationships in sales calls
Anyone who has managed a client knows one of the biggest assets other than your company’s stellar product or service is a prior reference. It is one of the reasons companies sponsor and attend conferences, trade shows and other such avenues of knowing a customer.
Salesforce and the other plethora of customer relationship management tools are meant to enhance your sales team’s ability to not only track the relationship but also share mutually useful information such as the client’s acquisition process, bid status amongst others.
While I think all these solutions are great and probably needed but I do think a big missing information are all the contacts that sales and account managers keep during the long process of making and maintaining client relationships. This information go missing for two reasons:
One, sales and account managers eventually move out — to a bigger role, a different geography or leave jobs.
Two, these key contacts are usually low profile but wield tremendous influence — the “soft” power holders.
There is no doubt that these relationships need to be transferrable within the teams. A number of studies have shown that a reference before a sales or an account management call is infinitely more productive than a plain cold call.
So, what could be the solution? What if these “soft” but powerful contacts are shared amongst people who need it the most.
It struck us at ClinkR that our phone’s address book was an incredibly powerful but underutilized resource. It has a database of numbers of those special contacts that are genuine and often maintained for years.
What if your trusted colleagues could share their connections with you and yours with them?
ClinkR helps you discover these contacts at your client and also common contacts that have had a prior relationship. An incredibly powerful knowledge and an ice-breaking topic when making that first call. ClinkR does all this while giving you the control to maintain privacy of your crucial contacts
Test drive ClinkR ! I am confident you will see exactly what I mean
