Keeping your partner satisfied costs five times less than gaining a new one. It is a widely known fact the salesperson should not forget especially during the first meeting with a prospect. The following recipe for how to gain such an important client was offered by the Salesopedia website.
A strong relationship with a contact person in the company is often not enough. You must build relations not only with your initial contact, but also with the wider management of the company across departments. Use the organization chart of the company and develop relationships systematically. This way, you can suddenly turn your position of the company's seller or supplier to its partner or insider.
Remember that it is important to have a real interest in ensuring the client's needs in order to maintain a strong and long-term relationship. If you are not able to provide e.g. some additional services, offer a contact to another supplier who will help you solve the problem. If your client sees you not only as a service provider, but also as a trusted advisor for his business, you have almost won.
In conclusion, you should know that building a relationship with a client is not only your commitment. Maintaining a loyal and satisfied customer should be a priority of the entire company. What would happen if your partner suddenly negotiated with another person in your company who does not have such a customer approach as you?
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