Winning and Keeping New Business

Let’s face it: if you work in outsourced sales, keeping your client happy is the crux of your business. Every client is different, but each client expects to receive the best work and strongest opportunities from you and your company.

Winning new business is a huge aspect of ensuring your long-term success, but many sales representatives underestimate the amount of work that goes into maintaining that business. Here are six tips from Acquirent that will help you manage client expectations and deliver your best work yet.

  • Be more than just a vendor to your client. Including a personal connection in your relationship as business partners will help you build a more solid foundation for your work together.
  • Don’t forget your role as campaign counselor. After all, your client is looking to you for expertise, not just the words “yes sir/ma’am.”
  • Don’t forget your role as a confidante either. Your client is exposed to many concerns, and he or she may often struggle to express them all clearly. You will often need to rely on sharp listening skills in order to understand what he or she is truly trying to say, and you may even need to repeat what you have heard to help your client understand exactly what it is they’re trying to solve. This is called reflective listening, learn how to master it here.
  • Make sure you are on the same page when it comes to goals, timelines and performance metrics. And don’t be afraid to get granular with topics like program specifics, budgets and deadlines. This is the only way to ensure that you are both working toward the same achievements in the long run.
  • Don’t shy away from discussing real dollars. Keep your budget conversation open after the initial program details have been decided. Worst case scenario: you could face the prospect of covering any overages that were not addressed upfront.
  • Be direct in acknowledging any problems. Just as communication is key to maintaining personal relationships, so is it integral to resolving any problems that may arise on a professional level.

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