Warning Signs You May Lose Your Client
Losing a major client can send you, your forecast, your quota, and your sales team into a tailspin. You know you’ll have to replace that revenue somehow but you feel paralyzed into inaction by the shock of it all. Did you miss some clear warning signs you may lose your client?
Should You Have Seen this Coming?
Top sales reps have low client churn. They actively manage their top accounts to reduce the chances of major clients defecting to the competition. But even a few “escaped” clients send warning signs you may lose your client if you are really tuned in.
Far too many salespeople focus too much time currying favor with new prospects and not enough time nurturing their long-term and major clients.
Five Early Warning Signs You May Lose Your Client
Here are five warning signs you may lose your client or that a client may be seriously considering a move elsewhere.
The hair on the back of your neck should rise when one or more of these signs are in evidence.
Guess What? The Fault Most Often Lies with You
Typically, the reason clients leave is that you haven’t fully understood their expectations, their expectations have changed, or the value you are providing is not meeting expectations. If you keep in close touch with your client, you would know if there were any emerging problems.
What You Must Do
If and when you get that dreaded phone call firing you, here is what you must do to bounce back from losing a top account:
The Bottom Line
Losing a client is as much a part of business as landing a dream target client account. Don’t let it sink you but do let it help you avoid it as much as possible in the future. Know that the best way to avoid losing a client is to not only consistently meet, but to consistently manage and exceed their expectations.
Check in regularly to ensure they are satisfied with what you are doing. Be prepared by being proactive and add value at every turn.
To learn more about how to avoid the early warning signs you may lose your client, download How to Identify and Meet the “Right” People in Your Strategic Accounts
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