What is the importance of the three touches during a service visit?

The importance of the three touches during a service visit lies in the strategy designed to enhance customer engagement and foster business growth. These touches serve multiple purposes, primarily focusing on ensuring customer awareness of available products and services while also identifying opportunities for route growth. Each interaction is a chance to discuss customer needs, educate them about the benefits of different products, and reveal any potential gaps that could be addressed through additional offerings.

By having these structured interactions, the sales representative not only solidifies the existing relationship with the customer but also positions themselves as a valuable resource. This proactive approach can lead to increased sales as the customer becomes more informed and may decide to take advantage of additional services and products that they were previously unaware of.

While checking inventory, collecting payments, and rapport building are important components of a service visit, they do not fully encapsulate the multifaceted approach that the three touches aim to achieve, which centers on customer awareness and expansion opportunities.