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was a response when I cold called an production print account today.  Needless to say that vendor who is the incumbent will not be in the mix when they are ready for a new system (so the dm stated).


Just curious on how often we stay in touch with our clients when they have a long term lease of 60 months.    

 

I try not to be a pain, and will jeep in touch every six months or so.  How about everyone else? 

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Original Post

I believe in the "Rule of Six"

 

You should touch a customer 6 times a year with a mix of personal visit, emails, mailers,Phone calls,  shows, lunch & learns, or webinars. That comes down to every other month in different ways so it doesn't seem overwhelming to the customer, but they know who to call if they have an issue or need new equipment.

 

If you don't add value to your customer over the course of the lease why do you think you are worth more when they upgrade the lease?

At our dealership, we are required to do Reviews with our clients. The frequency is based on the number of devices they have and/or their potential. The highest level client we see every quarter with a Business Review. Our clients love them and we win ZBO business by selling the Review. Ultimately, we leave it up to the client, because some don't want that many touches.

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