Successful data base management

Managing your customer data base successfully can lead to many ongoing sales and the “customer for life” scenario.

Remember there are two ways to generate more sales, find more customers (horizontal selling)  or have your existing customers buy more (vertical selling), this is why your data base is so important. Knowing who your customers are is the first step in creating additional sales. There are many software programmes available that offer a simple solution to this important sales resource. Many accounting programmes incorporate customer data bases which are under utilised by the sales department.

The vertical selling that should occur in all businesses is made so much easier with good data base management.

I believe that customers should be “touched” at least three times a year. This can be as simple as quarterly telephone call from an account manager or customer service representative to touch base and ensure they are satisfied with your products/services, or a regular visit or promotional flyer sent in the mail. This will enhance customer loyalty and ongoing sales.