Soar to Success December 2018

62$5 72 68&&(66 / December 2018 / Business Acceleration Strategies have selected a different supplier. Surprising and disappointing. And, frankly, your fault. <RX ZHUH FRQĆGHQW WKH\ ZRXOG RUGHU IURP \RX EHFDXVH WKH\ KDG LQ WKH SDVW 7KDW FRQĆGHQFH preventedyoufromcontinuingtoworkwiththem. You didn’t see value in building the relationship, staying in contact, and learning more about them. If you had done these things you would have learned about the new committee. You probably would have had the chance to meet the new people and start a relationship with them. This new committee had no reason to buy from you. They had no connection to your company; no loyalty either way. 7KLV OHYHO RI FRQĆGHQFH LV PLVJXLGHG ,W DVVXPHV that your client will remain loyal, even with no attention from you. It assumes that your competition won’t try to take them away. It assumes that your client doesn’t care that you only care about the dollars you get from them. Those are dangerous assumptions. Don’t put your business in a situation where it loses money unnecessarily. Nurturing client relationships is easy; easier than trying to get new clients. There LV DQ LQLWLDO OHYHO RI WUXVW LQ WKH ĆUVW VDOH 7KDW WUXVW FDQ EH GHHSHQHG DQG VROLGLĆHG LI \RX ZRUN DW LW Give your customers a reason to stay. Continue to connect with them and learn. Build as many relationships within the customer as you can. Give them attention on a regular basis. ,I \RXèUH JRLQJ WR EH FRQĆGHQW EH FRQĆGHQW WKDW you need to work on maintaining current client UHODWLRQVKLSV %H FRQĆGHQW WKDW DW DQ\ WLPH \RXU competition is trying to take your clients away IURP \RX %H FRQĆGHQW WKDW LI \RX GRQèW QXUWXUH those relationships, those clients will probably leave without you even knowing it’s happening.