Financial Services, Speaker and Coach

Many firms use surveys as a way to gauge different aspects of their business. It makes sense for [tag]salespeople[/tag] to survey customers as well, even if their company already has a survey process. The first objective of corporate surveying is to improve the company. Smart firms know that helping their salespeople will ultimately help the company, but there may be some information that YOU want to know that isn’t being covered in the corporate survey.

Here are some examples of questions that will help you grow your business:

  • “Do you feel I listened to YOU to determine the solution to best fit your needs?” Sometimes we spend too much time talking, and not enough time listening. Jaime Calva, a master salesman with TSC, a company in the corporate retirement plan business, says, “Telling isn’t selling!” Jaime has been selling for over 50 years! Enough said.
  • “If a family member, friend, or business associate asked you about [Your Services] and wanted to know who you used, would you mention my name to them?” If they say “Yes,” call them and thank them, and then tell them to whom you wish to be referred!
  • “May I use your comments with people / companies that I call upon?” Testimonials sell! And how beneficial will it be to be able to tell prospects that a large number of your clients…and use the number…are willing to refer you!
  • “What could I do to serve you better?” Sometimes you will get answers that might surprise you; in fact you might find out problems you didn’t know you had!

Another reason to survey your clients is to find out their hobbies and interests. If you find out you have a large number of clients that have the similar interests, you can send them articles or information on those topics. This becomes an additional way to develop deeper relationships with your clients and prospects. It shows that you CARE about their business and about THEM.

To get the maximum feedback from as many clients as possible, build in an incentive if they complete the survey. For example, give away a gift certificate or a choice from several types of gift cards. Consider offering discounts on a particular type of product or service from your company; you can do that at cost! Also, this is a great way to allow customers to sample new items, or experience a new service that could lead to future sales.

This may sound a little cumbersome. To make customer surveys easy, take a look at a company called SurveyMonkey. This firm offers internet-based survey tools at a nominal cost. A basic subscription is FREE, and a professional subscription is about $20/month, and includes up to 1000 responses per month. SurveyMonkey is easy to set up and effective.

A little effort in developing a meaningful survey will tell you a great deal about the people that are your business…your customers! This knowledge will help you grow your business and provide better [tag]customer service[/tag], and your customers will tell you how to do it.

Good selling!