Relationship rules – mind their business

Selling is hard and even after you’ve won the deal, it takes an ongoing effort to keep customers delighted. The investment required to maintain a healthy and hopefully, growing customer relationship, is significant. How do you do this? One method is to know their business. Monitor news and thought leadership pieces that relate to your client’s business and areas of interest and send them this information at least once per month; this effort specifically demonstrates that you care about their business and keep an eye out for stories or news that they would find interesting and helpful. It also sends a message that you’re committed and not just involved.


Try finding some recent news that could be helpful to your client as it relates to their business, the engagement, competitive analysis and even future topics. Do this often and demonstrate that you are an important resource for them in addition to the work you do.

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