What is the best way to keep in contact with your customer after your role in the solutions sales is over?

Question

Options

• AGo to other companies in the industry and praise the work of your customer.
• BAsk to use them as a reference site.
• CEstablish an annual contact by marking it on your calendar.
• DYou have provided them with solutions so it is not necessary to stay in contact.

• A
  5% (3)
• B
  90% (54)
• C
  3% (2)
• D
  2% (1)

Explanation

Asking to use your customer as a reference site (B) is the best post-sale contact strategy because it creates a mutually beneficial, ongoing relationship - you gain a credible testimonial, and they stay engaged with you as a partner rather than just a vendor.

Why the distractors fail:

• A - Praising the customer at other companies is flattery, not a genuine relationship-maintenance strategy, and offers no structured contact.
• C - An annual calendar reminder is too infrequent and passive; it doesn't create a natural reason to reconnect or provide ongoing value.
• D - This is the trap answer; in solutions sales, the relationship is the product - abandoning contact after the sale destroys future opportunity and referrals.

Memory tip: Think "Reference = Relationship." A reference site request gives you a reason to stay connected, keeps you top-of-mind, and signals continued partnership - making it the only option that benefits both parties after the sale closes.

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