You’ve worked long and hard to align your marketing and sales efforts in order to maximize your sales. You’ve read and applied every sales tip you could possibly find. And You’ve learned to grade your prospects so that you’re focusing your sales energy exactly where it needs to go.
But now that you’ve made some incredible sales, it’s time to focus on your client relationship.
From day one you should be proving yourself as a valuable addition to your client’s company. Otherwise all of that effort you put into making the sale in the first place can end up being wasted. But how do you do this in a way that doesn’t feel forced or overly promotional?
Here are 7 simple ways to nurture clients and ultimately build your client relationship:
Your client hired you in the first place because you have expertise that is beneficial. So prove that you are a valuable addition by being well-versed in your industry, and providing useful information. Choose relevant and insightful articles to send along their way, or bring up a new change to your industry (before it’s a problem) that might affect their company.
2. Be Aligned
When working within the B2B world, it is important that you are aligned with the company’s ultimate goals. Without alignment, you will not be providing the right kind of products or services and your relationship will ultimately be useless.
3. Meet Deadlines
This may seem like a no-brainer, but punctuality will earn you a lot of bonus points. You definitely never want to drag your feet on a project, or not deliver on time.
4. Create a Network
Be a valuable networking resource. If you don’t (and can’t) handle certain types of projects within your company, suggest a quality vendor who does. Having a list of trusted contacts can come in handy when trying to build value with a client.
5. Provide Clarity
Your client should always know what exactly you are doing for them so that there is no confusion or concern that you are not providing all of the services promised.
6. Less Talk, More Action
Instead of talking about what you can or would do, prove that you are valuable by taking action. If you can document the actionable items you have completed, do so. Your clients want to know what you are actually doing for them, and having that information readily available can assist you in proving your value.
7. Be Proactive
Don’t wait for a client to ask you to do something. Make suggestions and think ahead. Oftentimes you will have to get approval before you go above and beyond the scope of a project, but don’t ignore a problem just because it would be extra work on your end.
With these tips you will be well on your way to building a strong client relationship, and making the most of the clients that your sales team brings in. These few simple tips can even lead to more business, as your client recommends your services to others.