Losing the Big-One: Salvaging Lost AccountsWritten by Garrison Wynn
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Develop an Email relationship and let them know occasionally (not every two day’s) how you are helping your other happy customers. Keep building relationship. Stock products they use, and send updated product information. Offer solutions to any problems they may tell you about. Refer them to other companies who provide products or services you don’t. These kinds of activities will ensure that you stay on their vendor list, and you will build a reputation as a problem solver. Be nice to everyone in company. Someone, who is not making final decision, now, could be in future. As a matter of fact, I have seen situations where low man on ladder ended up as a decision-maker. I was able to get business because I treated him with importance when he was Mr. Nobody. In another case, I discovered that purchasing agent had been replaced, and that new one couldn’t stand current vendor. I have also built strong relationships with want-to-be decision-makers who move to other companies to become real buyers (guess who got business). Invite client to company events and parties. Treat them just like a customer, and sooner or later, they will be. All while, continue to document what did not work first time with this client, and make sure you cover your bases for future. If your product and service is superior to competition, hang in there. Your potential customer will be replacing parts or suffering inferior service while you start to emerge as low risk provider. Treat lost customer well enough, and they’ll start to imagine how good you’d treat them if you really had their business. The company that keeps up communication longest will eventually get business. Practice poised consistent persistence. We had a Skybox at Astrodome. On one occasion, I had some folks there from a company we had never sold anything to. They hung out and watched game with all our happy customers. At end of day CEO walked up to me with a plate of barbecue in his hand and said, “How come we are not buying from you?” I said, “I have no idea!” I signed them next day. Never give up. A company once told me I would “never, ever” get their business. Never turned out to be exactly 18 months. Garrison Wynn is a nationally known speaker, trainer and coach. He is President and founder of Wynn Solutions, specializing in The Truth about Success. www.wynnsolutions.com
As a speaker, advisor and entertainer, Garrison has worked with some of the world's most effective corporate leaders and salespeople, from multi-billion dollar manufacturers to top New York Stock Exchange wire houses. He has a background in manufacturing, entertainment, telecommunications and financial services. An experienced actor and former professional stand-up comedian, he has hosted PBS television specials and national radio programs.
| | Ten Fatal Flaws Frequently Found from the PodiumWritten by Sandra Schrift
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8. Not knowing when to stop. Too much information can not be absorbed by audience. 9. Not having enough information. The talk should have substance and knowledge of client's business. 10. Not being sensitive to audience. Do not use ethnic stories or off color remarks. Politics and religion should be avoided unless you are a member of clergy. POINT: The effectiveness of a talk is whether audience enjoyed it and found it useful. Did talk influence their behavior positively and productively once they returned to their jobs?
Sandra Schrift 13 year speaker bureau owner and now career coach to emerging and veteran public speakers who want to "grow" a profitable speaking business. I also work with business professionals and organizations who want to delivermasterful presentations. Join my free bi-weekly Monday Morning Mindfulness ezine www.schrift.com/monday.htm www.schrift.com
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