When contacting clients, whether other businesses or consumers, it is not always what you say but often how and when you actually say it. If you send the wrong message to potential clients at the wrong time, the results may be disastrous.

For example, imagine that I am an IT buyer for a large company and have decided to purchase a new hardware package from Company X for a substantial sum of money. The system is installed and works well and I am extremely pleased.

I am not so pleased, however, when a month later I receive an email from Company X offering the same package at a substantial discount! Company X can be assured they will not be receiving my custom in the future.

In this instance, it could simply be a case of the marketing department at Company X not being in contact with the sales team. Not only do you need accurate communication between yourself and your clients, but you also need good internal communications too.

Visit your client’s websites to see what they are up to. Do they have an important new contract? Are they expanding and have taken new premises? Has your regular contact at the company been replaced by someone you need to introduce yourself to? Be proactive in contacting them. Not only does this add a personal touch, but it ensures you are at the forefront of their minds when considering new products or expanding existing ones.

Dynamic Sales Solutions are Gloucestershire’s marketing experts, pure and simple. Contact us to discuss your marketing needs on 01452 534860 or visit our website dynamicsalessolutions.co.uk for advice.