In the ever-competitive world of sales, closing a deal often feels like crossing a finish line. It’s a high-five moment, one that signifies triumph in a well-played game. But what if I told you that the sale itself is only the starting point of a much longer journey? What if, rather than the end, it’s actually the first step into a world of opportunities that hinge not just on selling, but on serving?
My book, The Master Salesman: Jesus and the Art of Service, digs deep into this topic. One of its central themes is “The Art of Reconnection,” which outlines twenty reasons to contact customers you’ve previously sold to. You see, this isn’t just about post-sale engagement; it’s a transformative approach to sales inspired by none other than Jesus. His teachings guide us in understanding that the essence of selling isn’t just transactional; it’s relational.
Jesus once said, “It is more blessed to give than to receive” (Acts 20:35, ESV). This biblical teaching aligns perfectly with the idea of reconnecting with past customers not to get, but to give—to serve. The foundation of this teaching is solidified by the Triad of Belief, which emphasizes the necessity of belief in your industry, your product or service, and, most importantly, yourself.
Reconnecting with previously sold customers is about offering more than a product or service; it’s about nurturing relationships and providing continuous value. The concept transcends the conventional understanding of what selling entails. When you check in with your past customers to ensure their satisfaction, you’re not just making a business call; you’re building trust. Trust is the cornerstone of long-term relationships. In fact, trust is what transforms an ordinary seller into a trusted advisor, a role Jesus epitomized through his life of service.
Beyond trust, this reconnection enables you to understand the evolving needs of your clients. When you actively listen and engage, you’re implementing the principles of the IDEAS Sales System. These principles encourage you to identify customers’ needs, discover their challenges, evaluate those needs thoughtfully, adapt your presentation, and ultimately serve them in a way that adds real value to their lives.
Sharing useful tips, keeping your customers informed of developments in your products or services, and even simply expressing gratitude are also part of this reconnection art form. These acts contribute to their overall satisfaction and loyalty to your brand. Every touchpoint is an opportunity to reinforce your mission, align with their growth, and even educate them on industry trends.
Is this sounding too complex? Trust me, it doesn’t have to be. If you’re keen to delve deeper into the how-tos and the whys, my book The Master Salesman: Jesus and the Art of Service lays it out for you, offering insights you can’t find elsewhere.
Finally, if you’re looking for a more personalized roadmap, you might find one-on-one training and coaching beneficial. At Closer Classes, we offer specialized coaching in sales and life skills, geared to help you excel in your personal and professional life.
The customer is ready to buy. He needs you to help him believe.
This article explores the art of reconnecting with previously sold customers, framing it not just as a sales strategy but as an act of service. It draws parallels with the teachings of Jesus and contemporary sales principles, suggesting that the real essence of selling is, in fact, serving.