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 - January 13
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That tense moment in your meetings
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January 11 - 12
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Read More
Mindfulness/Self-care
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January 10
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Pitch meeting agendas, (part 2 of 2)
Read MoreIt is undebatable that preparing agendas guarantees productive interactions. And yet, agendas prevent elements that may adversely affect your meeting intentions and goals.
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January 9
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Pitch meeting agendas, (part 1 of 2)
Read MoreYour buyer relaxes the second you present a formal agenda because they know you won’t waste their time. There IS no downside to using agenda, so get disciplined and do it!
“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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