Skill + Do
Find out the facts about how your customer feels about your company’s execution and service and use it to improve execution. Your renewal rates will go up when execution is strong.
Just because your client bought once doesn’t mean you’ll skate through the renewal process and they’ll buy again.
In fact, it’s just the opposite.
When your customer is ready to go again, they’ll know much more about how your company services them and how your performance meets their objectives.
Don’t gripe if you don’t like what happens when you hand over your Closed-Wons to other teams in the org…but don’t sit back either. Your reputation and credibility with the customer are at stake, so at the least, help the org understand how your client wants to be onboarded and serviced.
According to the book Marketing Metrics, businesses have a 60 to 70% chance of selling to an existing customer, while the probability of selling to a new prospect is only 5% to 20%. This fact strongly suggests you must help your company get their house in order so that it’s easy for your clients to keep buying.
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Tomorrow - May 10 - 11
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Laugh and your world changes
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Today - May 9
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Wow a customer, get a referral
Read MoreAsking clients for intros inside their organizations doesn’t just help you get meetings; it is also a fast track to learning how they think about your offering. They won’t intro you if they don’t like you.
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May 8
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Read More
TOP 10% meeting prep
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May 7
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Today is Give Yourself a Break day.
Read MoreIndeed, you deserve a break today…and tomorrow. Be as good at practicing self-deprecating humor, grace, and forgiveness as you are at practicing your presentations.
“You can focus on adoption, retention, expansion, or advocacy; or you can focus on the customer’s desired outcome and get all of those things.” Lincoln Murphy
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