The most profitable business arrangements are relationship-driven and not transactional. That’s the pathway to recurring revenue. By forging strategic alliances with your customers, you’re not just selling a product or service—you’re co-creating solutions tailored to their needs.
The goal of every customer interaction should be to:
- Highlight recent successes and thank the customer for their help in achieving them
- Make the customer aware (but not scared) of upcoming challenges
- Instill confidence in your ability to help, leveraging your best technicians, vendor partners, and other resources
- Weigh the pros and cons of possible solutions
- Achieve buy-in on the best solution set
- Address questions in a patient, non-technical way
It’s all about continuous conversation, understanding what makes their operations tick, and then fine-tuning your offerings to fit like a glove.
For more great advice, visit www.achieveunite.com.
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