How often do you need to be communicating with your customers? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And the reality, a question I get a lot as a consultant and trainer is to ask, how often should we be talking with customers? I find in the old days it used to be identified based on their sales volumes of what the frequency of calling. But I found that we're in much more complex times today. And one of the best answers, and I apologize it's so simple, is one of the first things we need to do is just ask the customer, "How often do they want us communicating with us?" Too many times because of their sales volume, we assume that they want to be hearing from us weekly or every other week. And then the customer gets uncomfortable in the resistance build because they feel that you're pestering them and you're around too much. It just isn't that important to them. So one of the best things we can do is to make sure especially at least once a year and at the beginning of the year is a great time to review this is to go to a customer and to say how what kind of job we doing for you. Give us some feedback and how often would you like me contacting you? How often do you want me outreaching and bringing different ideas to help you? Because only if we ask are we really going to be able to hit the target of of contacting the customer at the frequency they most prefer. But to do that, we're going to have to ask them.