The Audible-Ready Sales Podcast Staying Tethered to Customers
7 snips
Apr 15, 2025 
John Kaplan, a sales and customer relationship advisor, shares invaluable techniques for maintaining customer connections after the sale. He highlights the importance of continued engagement to bolster both client success and personal sales performance. Kaplan suggests celebrating customer milestones through champion letters, and emphasizes that referrals stem more from strong relationships than product features. Additionally, he shares practical tips for regular outreach, enhancing value to clients while fostering healthier personal and business relationships.
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Maintain Post-Handoff Engagement
- Stay involved after handoffs by checking in on milestones and success metrics.
- Send champion letters and congratulate individuals and their bosses to give credit away and stay connected.
Losing The Customer After The Sale
- John compares customer handoffs to buying a car and losing the salesperson afterward.
- He notes that customers often feel dropped when sellers move to the next deal.
Turn Relationships Into Warm Referrals
- Ask for warm referrals by being the person customers recommend, not just the product.
- Build relationships through how you sell to increase the quality of referral leads.