Got accounts with big potential?
- Marc Kitz
- 3 days ago
- 2 min read
If you have been working with smaller clients, your engagement may likely be on a project basis. Projects have a defined start and end (usually). In smaller accounts this means the communication is on and off because there may not be more potential. Larger accounts with greater potential for more business require a different approach to managing communication…
Be proactive!
In larger accounts you surely want to proactively maintain your existing relationships and develop new contacts…so your business at the account grows. Key to this are recurring meetings. An outline you can use…
· Work with current contacts to agree on frequency (e.g. weekly, monthly, quarterly)
· Create and agenda for recurring meetings including “looking back” and “looking forward”
o How did your company do in achieving what the customer required?
o What value did your company provide?
o Which issues were resolved? What is status of open issues?
o What new projects/customer initiatives should be prioritized?
· Educate your customer
o Share new capabilities/solutions that they may not be aware of
o Provide an overview of recent success stories…
o Help them in some way that has nothing in it for you
Consistency pays off
When it becomes obvious to your larger customers that you are investing time to prepare for these meetings (you are respecting their time and providing valuable information), the consistency of the meetings will enhance their confidence in your company’s ability to provide value. This will make the path to new business easier for you!
Marc Kitz, Sales Coach
860-836-8979
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