Once you have closed a sale with your customer that included the purchase of a service program or offering to support their network, it is important to keep in mind that your involvement with the customer is far from over. The final step in the Value Selling Approach is to keep your customer abreast of the impact that both your and Cisco’s service offerings are having on their organization through regular post sale communications.

These communications are an important component of the post sale value communication process. In addition to providing you with opportunities to both remind your customers of the value of service on an on-going basis and analyze the effect your service activities are having on their business and network, it also demonstrates the importance that your organization places on your ongoing relationship and commitment to the customer.

While these communications can occur via a variety of formats including email, by phone, by postal mail, or other means, Cisco recommends that you conduct these communications “live” with your customer, either in-person or via the phone. This personal interaction and communication with your customer provides you with an opportunity to:

		Provide a progress report on major support activities.
		Demonstrate service usage results for a specific time frame.
		Focus on the impact that your service offerings made on the customer’s business on both qualitative and quantitative measures.
		Provide a checkpoint to ensure the support model and delivery is aligned with the customer’s overall business requirements.
		Correlate the benefits your offerings are providing to financial metrics to emphasize the continued ROI your customer is attaining.
		Establish an ongoing rapport and service dialogue with your customer.
		Answer questions your customer may have about their existing service program.
		Discuss additional enhancements or offerings that may be beneficial to the customer’s network.