Tips for Calling on Customers

Making and keeping contacts is a vital part of growing and maintaining a successful business. In today's Tools & Tips column on NFIB.com, InfoUSA, Inc., offers three main points to remember when calling on your customers:

1. Contact all businesses at least once a quarter. The No. 1 thing people buy is you--a business partner who understands their goals and concerns.


2. Service selling provides relevance. Successful businesses ensure each customer contact positions them as a “resource,” not just a “vendor.”


3. Benefits sell, features tell. As you discuss your solutions with your prospects, avoid telling them all the great things your products and services can do. Instead, sell them on all the great things your products and services can do for them.