If someone goes out of business or they change their strategy so our solution doesn’t make sense anymore..okay, I can live with that. But, if I lose a client to the competition or some other “budget” item, I am pissed! I take full responsibility for losing clients because that means we failed to do our job. It’s our fault, not the clients.
Great organizations continue to examine and improve processes so they make sure they capture as much demand as possible and so they do not lose clients.
I had someone tonight tell me they wanted to cancel a renewal call strictly based on an email from my salesperson because they didn’t like the price quote. That makes no sense guys….the person obviously doesn’t understand that our value well exceeds our price.
Build relationships, help your clients, solve problems, help your clients achieve their goals and you should win lots of business and have a very healthy retention rate and a growing business. If this isn’t happening, you need to take a hard look at your business, fast…
I will let you know the outcome.
Brick
Recent Comments