How to become a better client servicing person?

How do you become a perfect client servicing person? No matter, how informative you are about the client鈥檚 respective industry, his business, getting the best of coverage, there is always something missing. Do you also think the same? How do you overcome this?

I won't go into standard sales speech about recording calls, following up, blah, blah blah. Your question shows insight into the sales process because you're now at a stage where you understand that some salespeople develop real relationships and some conduct transactions. You want to be the former, I can tell because I'm a good salesperson.

It's difficult but not impossible to develop the kind of relationship you seek but it's different than just calling your customer to follow up every three months to make sure he's happy with his product or service.

If you have many clients then you must either possess a photographic memory or some basic CRM software like ACT or Goldmine. I have custom fields in my ACT database that allow me to record a complete personal profile on all of my best customers including their wive's names, where they went to school, what their favorite sports are and their children's names, birthdays, schools and any other information that I get through my interactions with my clients. Everytime I learn something new through routine or non-routine communications I record it in the database. And everytime I have an opportunity I ask about their wives and children by name. I ask how little Timmy is doing in his baseball camp. It doesn't take many of these details being mentioned in conversation for the client to take notice of your attentiveness. From the outside looking in, this sounds mechanical but really you probably already do this with your personal and family information, why not for your best clients too? It works and you don't have to do it for every one; just the strategic ones.

1. Maintain a diary and record all the clients' queries and problems
2. Contact them at regular intervals or periodically and ask if they need any further assistance
3. Ask how satisfied he is with the product and service you sold/provided him
4. Take their feedback
5. Try to improve in the areas required