Why is it important for company leadership to support the marketing team with customer visits? This blog post explores this topic and offers suggestions.
If you’re in a leadership role and you haven’t shaken hands with a customer lately, it’s probably time to get out of the office. Because it demonstrates your support for the marketing team and sales team. Here are 5 good reasons why you want to start planning your next customer visit.
Reduce surprises – Surprises in business development are something to avoid. Meeting directly with customers often gives them the forum to express concerns about your product or company. Some folks just don’t pick up the phone. Therefore, you need to make it easy for them to communicate issues with you. Go see them!
Uncover new opportunities – You’ll be in a much better position to help your company cross sell or up sell if you see how your customers use your product in their environment. In terms of new product development, you may observe new uses of your product. You may find ideas for new products when you see some of the problems your best customers are up against. Lastly, listen closely to HOW your customer talks because you may find clues for improving your marketing communications.
Demonstrate to the customer how important they are – Nothing speaks more volumes about how you value your customer than by taking the time to visit them. You may even hear the ultimate comment, “we’re impressed you came out to see us. No one else ever has.”
Build internal relationships – You’ll get to know your sales representatives on a deeper, personal level because during your trip there will be opportunities to share a meal with them. Use this time to get to know them better.
Improve your business acumen – Good business people recognize that they are continually learning. Meeting new business people opens the door to potential learning opportunities.
Your job as leader is to be proactive so get out in the field!