Existing client relationships are critical to keeping a steady flow of business and are a great source of growth. They will not renew or expand on their own...some ideas to ensure you leverage these opportunities...
Proactively manage the relationship
Making the renewal/expansion easier starts on Day 1 of the relationship. Be sure to be in touch with the client regularly throughout the year. If you have managed thru issues proactively and kept the relationship stable (at least), then renewing/expanding can become a natural conclusion.
What you should assume
Things will NOT stay the same...these assumptions (and others) should drive your thinking...
Competition will be trying to displace you
Client priorities may change
Solutions your company can deliver may expand or change
Proactively present proposals
Clients have a lot going on and will gravitate to what is easy, particularly when they are under pressure. If you proactively present proposals for renewing/expanding the relationship it allows more time for consideration and for you to work thru the selling process.
Questions? Feel free to contact me!
Marc Kitz, Sales Coach
860-836-8979
Checkout mySales Coaching blog - https://marckitz.com/