I know you’ve got 99 other problems and I’m adding one. What if you could eliminate 50% of your client challenges by focusing on one thing? If you're interested this post is worth paying attention too and will help you discover what that one thing is to shift your results.
What you do with your customers attention matters more than the time not spent. At first reading this sentence sounded strange to me when I was told it. For most account reps, consultants and sales professionals we're encouraged to get more face time.
More face time is hardly a measure of productive work that increases sales opportunity and lifetime value.
In most cases your clients are dealing with hundreds of other providers and being pitched to constantly with sales calls. What will seriously keep them from taking that dark road to another provider?
Here’s the truth: Not all clients are created equal. I bet you can immediately think of the one client you dread to see and the one that brings you absolute joy to do what you do.
The reality is this: The results and relationships you get from each of those two very different clients are equal to this one trait.
Your ability to communicate and deliver consistent value that matters to those clients weekly.
What are some of the most important questions you should be considering today as account manager, key account manager, account executive, consultant about your customers? You probably already ask great questions but what if there was one fundamental question that could help lead you into a new thinking to give you great sales and relationship results. Check out the post to see how.