Landing a sales client is only half of the game. The other part, that is even more important, is making sure you keep that client. Losing a sales client can throw off the whole game plan for your business, requiring time and employee hours to regain what was lost. As with most other things, prevention is the real name of the game. Here are 3 tips to not losing a sales client.
Keeping a sales client involves more than just listening before the sale. Avoid losing a sales client by continuing to work to maintain the relationship after the sale. Customer needs change and evolve over time and you will need to be constantly listening to the direction those needs are taking. Open communication and active listening will help you to discover what your customer needs from you the most, and will keep you perfectly positioned to be the one to address and solve those needs.
In addition, touch base with your client on a regular basis. Even a brief weekly phone call will keep the lines of communication open and keep you in the forefront of their minds. People will often maintain relationships and keep business relationships intact if they have a positive relationship.
Every industry must adapt to new developments and technologies. Maintaining current knowledge of the changes affecting your industry is a necessity. Your customers want the most up to date information and solutions, and it is essential that you can be the one to provide it to them. The company that does not keep up will find themselves losing a sales client. But you will need to be active on many fronts to keep up. Attend seminars, read trade journals, pay attention to those press releases and yes, even follow what your competition is doing.
Provide Real Value
Your business is offering more than just a product or service. You have an entire team of staff members backing you that can extend real value to your client. Avoid losing a sales client by making sure that every member of your team is focused on keeping your client satisfied and happy. From the receptionist to the sales support to delivery personnel, every encounter the client has with someone from your company is a potential make or break experience that can either reinforce the client relationship with you or risk losing a sales client.
Every business will eventually face the experience of losing a sales client, and you can learn from it when it does happen. But it is a lot better to prevent that loss by focusing on the successful recipe for winning sales clients: stellar customer service, an excellent product your clients can't live without and offering real value. Put all those components together and you can to a lot to avoid losing a sales client.