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.
1. Non Responsive
They don’t return your calls or do not respond to emails.
2. Out of the Inner Circle
You are no longer the trusted advisor invited to meetings you used to attend or no longer receive the same level of information you received before.
3. Changing of the Guard
Your previous contacts have left or been assigned to different roles.
4. Financial Challenges
Budgets are being reduced, the value you provide is being questioned, they are taking a long time to pay or the client is asking for larger discounts and price reductions.
5. End of the Buying Cycle
The client begins treating you like a vendor at the end of the buying process rather than a trusted advisor they reach out to in the early and strategic stages of decision making.
The hackles of your neck should rise when one or more of these signs are in evidence.
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 your brand promise or what they want or need from you. 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
Corporate Change Is Personal
Thank you to LSA Global for their partnership and support in helping us to design and roll-out our valuable management development training program. I personally have partnered with LSA Global at four of my previous companies. It continues to be a delight working with LSA. We look forward to partnering with them at Blackhawk Networks for future training and consulting needs.
VP Human Resources
We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.
Senior HR Manager - Staffing, Training, & Development
I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.
We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.
Vice President Human Resources
“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”
VP Human Resources
We recently partnered with LSA Global to offer our Supervisors and Managers a customized two-day management training program. Everyone who attended said it was by far the best management training program they had ever attended. The content was rich and highly interactive. The case studies were relevant. Each participant walked away from the training much better equipped to lead their teams.
Director of Human Resources
We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.
HR Manager, BU Radiology Informatics
What a personal and professional pleasure it has been to Partner with LSA. They are truly a strategic partner with Wyse. For more than 5 years, LSA has been engaged in delivering various training and development solutions for Wyse, from custom on-site programs targeting specific core competencies, to working individually with clients to build job skills, and offering invaluable services to me and my team as we continue to build our learning programs. LSA’s representatives do more than sell a product, they offer a full service solution: they understand our business, our strategic initiatives, and the needs of our customers.
Director of HR
LSA exceeded all my expectations. We interviewed 7 potential training and consulting partners and selected LSA due to their expertise, flexibility, and breadth and depth of solutions. We were able to construct a management training course from the modules most appropriate to our needs, and are able to provide additional training from their well developed portfolio of experts. Our managers galvanized as a team throughout the session and are better prepared for the rigors of a competitive market.
In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.
Firmware Engineering Supervisor
We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.
Julaine K. Souza
Senior Vice President
In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.
I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.
Chief People Officer
I continue to be impressed by the level of leadership development and management expertise and quality of advice and facilitation that LSA has to offer. What a smart and client-centric group of great people who really know how to help leaders attract, engage, develop and retain top talent.
Director, HR Business Partner
The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.
VP of Human Resources
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