If you didn't know this week Sunday is the close deadline for the FREE key customer growth webinar series. Webinar one on the 26th April is Stakeholder Influence Mastery. In preparation for this I wanted to capture a couple of stories of key account manager and sales directors and their experiences of managing multiple stakeholders.
There were no real big surprises until I spoke with a guy named Jonas. Jonas is a 46 year old man from the mid west who had worked in key account management for 21 years. Longest mustache you'd ever see and a pounding deep voice (I'll see if I can get a picture).
He described to me one particular way he would get potential stakeholders to pay attention to him while working in the agrochemicals sector. Disclaimer: I by no means advocate doing what i'm about to share but there is a lesson learnt in it :)
Well, Jonas would send each of the large manufacturers, land growers and pesticide companies he worked with a pot of smelly chemical filled compost with (lets just say dead bugs in it). He'd have a note that said "We need to talk about your crops" followed by his name, the statement your account manager, his number, email and company. 6 out of 10 people would respond within 24 hours to either have a conversation or tell him off. Either way he got their attention and he wasn't phased by the potential conflict. In fact he welcomed it.
What can we can learn from this? sometimes we have to show the obvious problems to our customers in ways they may not expect that differentiate your business, show care in your relationship and sometimes challenge something emotive. This obviously has to be done with some care.
I wonder what would happen if we were all as bold as Jonas.
Founder of the Key Account Hack System - New Key Account thinking that transforms customer relationships and creates predictable sales growth.
If you're a key account manager, manager of account management teams or consultant with high value customers. Get connected with a community of those saying yes to growth in their customer relationships, sales and personal ability. Contact me atwww.jermaineedwards.com/getintouch or access FREE key customer growth webinar series.