Have you ever had this happen to you in your business?
Your best client phones you up one day, and says that he wants to have a talk with you. You find this a little unusual, but you set a time and agree to go over to his premises that day.
You walk in and sit down. You exchange pleasantries and then he drops the bomb. He tells you that your contract won’t be renewed. He has found another vendor that seems to understand his situation better, and that he is going to work with them, at least for the next year.
You don’t know what to say, as you are in a state of shock. What about all those golf games you played together in the past? What about the great service you have given them? Or at least you thought it was great service? What about all of those discounts that cut so dramatically into your profit margins, so you could keep their business?
So you ask, “What went wrong?” He explains nothing really, but for the past year this competitor has been giving him great ideas about how to better run his business that make a lot of sense, and he wants to give him a chance to see if all of those ideas work, as they seem to have worked for this competitor’s other clients.
Even if the exact scenario isn’t the same, if you’ve been in business long enough, I’m sure something similar has happened to you. It sure has happened to me.
So, what do you do?
Well, there are many answers to this scenario, although you may have lost that client. You do need to figure out why you lost him. I surmise the biggest reason is that you took the client for granted for too long, and one of your competitors was hungrier for his business.
This scenario plays out every day, way too often, in companies across the country. The good news is that with the right training, and the right positioning you can stop this from happening with you and your clients.
I have just finished interviewing a number of executives in different companies about how they achieve success with their clients. I summarized those interviews and put them into a 45 page guide entitled, “How to Triple Your Income in One Year.”
You can get this guide for a small fee. The leaders I interviewed felt it hit on all the right points.
Here’s the outline:
- ð Marketing Issues & Inhibitors
- ð Marketing Challenges: Facing Today’s Reality
- ð The Three Building Blocks of Great Marketing
- ð Cultural Habits of Great Marketing Companies
- ð Making Marketing Important to Your Firm
- ð Who Makes the Buying Decisions: The Four Influencers
- ð What Business People Buy: The Five Factors
- ð Unlock Your Client’s Needs: The GAIM Plan
- ð Hyper Growth: Becoming a Strategic Business Advisor
- ð The Road to Great Marketing: The Process Beginning-to-End
I trust you can see the value of this report. If you’re interested in getting a copy of the report, please follow this link. http://www.b2bbusinesscoach.com/White%20Paper_sales_page1.html
Kind Regards,
Ian
Ian Dainty
