For every business, existing customers are now more important than ever, because due to the current events and situation, new ones may be hard to find. In today’s interview, B2B relationship expert Jermaine Edwards, advises you about managing relationships with your customers and securing growth.
This expert sales interview explores:
- Tactics For Maintaining Customers
- Coordinated Engagement Team
- Buyer Behavior Evolvement
Tactics For Maintaining Customers And Ensuring Growth
The relationships with your customers may not necessarily be the same as they were before the crisis, because they are now thinking differently about the partners with whom they work. They are looking for active leadership-based responses from their partners and confidence that will reassure them, not empathy. The focus should be on executing the key things that they need and getting the results.
Ask yourself how to create something that will give your customer an advantage later on. Making the business virtualized is not enough, because almost every organization is doing it. It is about finding different ways of achieving the results, investing in technology, and introducing new roles into the businesses that will increase the capability. Determine what their natural next step should be and then persuade them to take it.
Coordinated Engagement Team
It is time for collaboration, time to bring in more perspectives, and reach out for help within your organization. So, if you don’t already have one, start thinking about creating the coordinated engagement team with the people from different departments. They should share their perspectives and direct their coordinated effort to the conversations with your top customers. The goal is becoming more efficient because when times are good, you overlook a lot of inefficiencies. Because of it, many organizations realize that they are not flexible enough to adapt quickly to new customers’ demands.
Buyer Behavior Evolvement
The crises made a significant shift from wants to needs. Nowadays, everything has to be adapted to the new needs and to what is critical right now. Go back and ask yourself why your product exists in the first place, what kinds of problems it solves, and determine whether you are doing need-based selling.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.