If there is someone behind our reason for existence, our survival, our team, our revenues our expansions, our success, it’s our clients! Do you agree with me that they bring us joy, create opportunities for us to grow, their stance is our confidence?
All of us realize how important they are to us and the only way you can strengthen the relationship with them is by allocating quality time!
Stories have always inspired us. Here is an attempt by using a popular story between a father and son to emphasize on the importance of allocating quality time.
Note: In this context, you are expected to relate situations and characters. You may use the following connections:
- Son’s character can be related to your Clients
- Dad’s character can be related to your sales team/ organization
- SON: “Daddy, may I ask you a question?”
DAD: “Yeah sure, what is it?”
SON: “Daddy, how much do you make an hour?”
DAD: “That’s none of your business. Why do you ask such a thing?”
SON: “I just want to know. Please tell me, how much do you make an hour?”
DAD: “If you must know, I make $100 an hour.”
SON: “Oh! (With his head down).
SON: “Daddy, may I please borrow $50?”
The father was furious.
DAD: “If the only reason you asked that is so you can borrow some money to buy a silly toy or some other nonsense, then you march yourself straight to your room and go to bed. Think about why you are being so selfish. I work hard everyday for such this childish behavior.”
The little boy quietly went to his room and shut the door.
The man sat down and started to get even angrier about the little boy’s questions. How dare he ask such questions only to get some money?
After about an hour or so, the man had calmed down, and started to think:
Maybe there was something he really needed to buy with that $ 50 and he really didn’t ask for money very often. The man went to the door of the little boy’s room and opened the door.
DAD: “Are you asleep, son?”
SON: “No daddy, I’m awake”.
DAD: “I’ve been thinking, maybe I was too hard on you earlier. It’s been a long day and I took out my aggravation on you. Here’s the $50 you asked for.”
The little boy sat straight up, smiling.
SON: “Oh, thank you daddy!”
Then, reaching under his pillow he pulled out some crumpled up bills. The man saw that the boy already had money, started to get angry again. The little boy slowly counted out his money, and then looked up at his father.
DAD: “Why do you want more money if you already have some?”
SON: “Because I didn’t have enough, but now I do.
“Daddy, I have $100 now. Can I buy an hour of your time? Please come home early tomorrow. I would like to have dinner with you.”
Are you spending (rather call it investing) time with your customers? Your sales guy might get an extra deal with the same time! But if your existing clients do not get your time, you are bound to lose their relationship.
- How many contacts do you know in each of your accounts?
- How well do you know them? When was the last time you connected with them?
- Remember: If you only hunt for business, you are not the preferred partner! Try to elevate yourself from the position of a vendor to the position of a partner.
- Use Technology to track and update yourself, remind yourself, measure yourself.
- Empower your sales force with tools
- Maintain all relevant data and information regarding the client in one place.
- Set and track campaigns.