Focus on the 2nd Sale

}

Reading Time: < 1

10 Dec, 2018
j
Kirby Hasseman

hasseman marketing 2nd sale Many people in sales are working really hard to “get the sale.”  “That makes sense,” you might think.  “After all, that is what they get paid for.”   It’s true.  Sales people are compensated to create sales.  It’s important.  But I don’t think that should be the number one goal of an organization.   Your goal should be to the Re-Sale…or the 2nd sale. When you focus on the sale, you (and your team) focus on the short term.  You make short term decisions that create, well, short term customers.  You are not focused on the overall experience.  You are not focused on the happiness of the customer AFTER the sale. When you focus on the 2nd Sale, you think more long term.  You want happy customers.  You want delighted customers.  And when the customer is not happy, you know you need to make it right.  As I like to say, your goal then, is to create 20 year customers.  This is the foundation for long term sales and business success.  Don’t just focus on the sale.  Focus on the 2nd Sale. Make sure you never miss an update!  Sign up for our VIP newsletter here. 

Written by: Kirby Hasseman

Kirby Hasseman is the CEO of Hasseman Marketing & Communications, a full-service agency specializing in branded merchandise, digital marketing, and content creation. A passionate entrepreneur, speaker, and community advocate, Kirby creates weekly content through his popular video and podcast series, including Delivering Marketing Joy, Better Merch...Better Marketing, and Monday Minute. He is the author of several books, including his latest, Hit The TARGET, a marketing framework to help businesses reach their ideal customers, as well as Fan of Happy, Delivering Marketing Joy, Think Big For Small Business, and Give Your Way to Success. Kirby speaks to audiences across the country on topics such as marketing strategy, leadership, company culture, and personal development. Known for his energy, humor, and practical advice, he’s dedicated to helping businesses and individuals grow by building strong brands and stronger relationships.