Retaining and growing accounts over the next 12 months is going to be incredibly difficult for most sales teams, and hitting targets is going to be tough.
Where’s the money going to come from? Existing accounts are the obvious place to start. The traditional
approach has been simple: provide a solution that works, deliver great customer service and your
accounts will grow organically. However, clients are changing, so retaining accounts, let alone
growing them, is crucial and more difficult than before.
Retaining and growing your accounts is vital in this challenging environment. For clients, being able to trust vendors and see ROI from their solutions is more important than ever; however, on average, 73% of clients leave because they are dissatisfied with service.
In this module you will:
Explore and understand the real lifecycle of a client relationship
Understand your client’s different marketplaces and explore strategies to infiltrate and expand within them
Create a benchmark for accelerating relationships towards ‘loyal client’ and away from ‘former client’
Outcome: A more professional and structured approach to retaining and growing accounts
You need to be confident that you can retain
accounts before concentrating on growing them.
The strongest account managers make it easy for
clients to choose to continue the relationship by
agreeing and achieving clear goals.
In this module you will:
Creating processes to dramatically increase client trust levels
How to drive powerful client brainstorms
How to manage expectations and deal with poor performance
Outcome: A clear approach for maximising client retention
Your client’s business is a marketplace within which you want to expand and become a leader. Identifying areas of potential that are most beneficial for both you and your client is key to account growth; however, most account managers never slow down and take the time necessary to grow accounts.
In this module you will:
How to identify the right opportunities for client growth
Creating and using client insight to build your strategy
How to create and communicate real value to your client
The key to client growth is strengthening relationships with the most important stakeholders, however, most salespeople rely on a single relationship with a ‘decision-maker’.
In this module you will:
Why and how to map client stakeholders to help you build your network
How to assess your relationship and influence levels
Identifying and working with key influencers
Outcome: A strategy for forming and strengthening the most important stakeholder relationships
Whether your client sees you as just a vendor or a trusted advisor will have a dramatic effect on the strength of the relationship, and, ultimately what they will buy from you.
In this module you will:
Your client’s perception of your current relationship and how to move to being
seen as a ‘trusted advisor’
How to identify unknown needs
Conversation templates for different parts of the client life cycle
Outcome: A strategy for forming and strengthening the most important stakeholder relationships
