Full TGIF Record # 21613
Item 1 of 1
Publication Type:
Author(s):Roberts, Jerry W.
Author Affiliation:Roberts Management Consultants, Fort Worth, Texas
Title:A turfgrass business secret: Customer follow-up
Source:Texas Turfgrass. Vol. 44, No. 2, Summer 1991, p. 14,15,18.
Publishing Information:College Station, TX: Texas Turfgrass Association, Inc., 1003 Howe
Keywords:TIC Keywords: Turfgrass industry; Public relations
Abstract/Contents:"It can be called follow-up, customer service, or extended service, but the real meaning is additional sales. Customer follow-up needs to take place in the transition period following a sale or after payment completion of a sales agreement. I found the commonplace answer to customer follow-up involved a manager or a sales representative haphazardly making a telephone call. A public relations program is a necessary part of any turfgrass business. It is through basic marketing that customers and their friends have information about a turfgrass business's products and services. A profitable turfgrass business needs and must have the additional income generated by customer follow-up sales. There seems to be an unusual pattern affecting all kinds of small to medium-size businesses. The phenomenon is a malady called 'wearing out.' The constant pressure for new sales in many industries creates a continuing tension. The constant observation and pressure of O.S.H. A. keeps business owners and operators stressed out. Businesses face the ever-increasing costs of insurance and employee benefits. The use of an innovative sales program, like customer follow-up, permits you to reach your full potential. It gives customers the benefit of selecting from all the different kinds of product options available at your business. Guidelines for successful customer follow-up: Build your relationships (friendships) to the customers you serve, when delivering your product, be there if possible, the day after the sale, mail an appreciationcard to the customer, supply the customer with additional information, you must believe in yourself and the value of the product or service you provide. For additional information on customer follow-up programs, call (817) 292-4018 or fax (817) 292-3747."
ASA/CSSA/SSSA Citation (Crop Science-Like - may be incomplete):
Roberts, J. W. 1991. A turfgrass business secret: Customer follow-up. Tex. Turfgrass. 44(2):p. 14,15,18.
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