Are you looking for ways to improve your sales and rapport with clients? One of the ways to achieve this is through better account management. This enables you to improve your relationship with partners and earn their trust.
Identify the clients who are a significant part of your company’s revenue stream. One question to ask is, “If you lose this client, can you quickly replace him or her?” If the answer is yes, then this client is not a strategic account.
Not all clients are equal; some are further up the totem pole because of the money they generate. However, just because a company has a strong brand or is part of the exclusive lists, it does not mean they provide the most profit. Review your client list and determine if they are an important part of your core business moving forward.
Transparency and Communication
If you are transparent with your clients, you will have a better relationship with each other. Be clear about the scope of work and the objectives to avoid or at least mitigate problems that may arise during the project. Assign people to handle accounts and delineate their tasks so that they do not stretch themselves thin or go beyond their current skill set and experience.
Nurture the Relationship
When you close a deal, always plan for the long-term. Nurture each client by customising your approach, aligning with their values and objectives, and keep an open line of communication. Respond to their queries, ideas, and problems succinctly. Doing so develops rapport and trust, two important characteristics of a strong business relationship.
These account management practices are game changers. Implement these to improve business relations and the performance of your sales team. These provide you with a competitive advantage in any industry.