Did you know that the biggest reason your prospects don’t buy from you, and your clients don’t renew your products and services, is usually lack of communications. If you are having trouble securing new business, from either your clients or your prospects, you need to communicate with them more.
Let me tell you a quick story that happened to me yesterday.
I happen to live in downtown Toronto, the financial capital, and largest city in Canada. (For those of you not familiar with Canada). Toronto has built quite a good infrastructure of public transit. It is called the TTC, short for Toronto Transit Commission. We have a well coordinated system of buses, street (trolley) cars, and subway.
However, there has been some talk recently about bus and street car drivers being abused by some passengers. From my encounter yesterday, here is why this might happen. And it could have been quickly resolved with the smallest amount of communication.
I was taking the street car to visit a client in the city, when the driver announced that he would be turning at a street that was well before the normal turn. He did not give any explanation, other than everyone had to get off the street car.
So, I and about 20 others got off the street car, and waited for the next car to come along. As we waited, five other street cars came along, and they all said they were turning at the same street. Again with no explanation.
Finally, the sixth street car came along, and again it was turning at the same street. So, I went to the driver and asked why no street cars were going along the normal route. He stated that there was an accident blocking the tracks, on the normal route, and he was simply taking a detour to avoid the accident.
He mentioned that the previous cars were doing the same thing. I asked him why none of those drivers mentioned that simple fact. Of course, he had no explanation.
The waiting time was only about 15 minutes, but it made me late for my appointment, as well as the other 20 or so passengers. And these drivers wonder why they get verbally abused by some passengers. In case you were wondering, I did not abuse him, but only asked for an explanation.
I hope you can see the correlation here between why you might be losing business because of lack of communications with your clients and prospects.
When things go wrong, people want an explanation. And the faster you can get it to them, the better off you are. In fact, I have found that I have usually been able to get more business from bad situations, with good communications.
You need to be in constant contact with your clients and prospects. Keep them informed about what you are doing, and in particular, when something goes wrong. You will find this is probably the best way you can deliver new and constant revenue to your business.
If you need help getting new business, or further revenue from your existing clients, first have a look at my eBook at http://www.b2bbusinesscoach.com/b2b-ebook/
If you want more intensive help, please contact me through any of the listings below.
Kind regards, Ian
A. Ian Dainty
416.623.9588
www.b2bbusinesscoach.com
ian@b2bbusinesscoach.com
