Are you considering sharing some of your plans for future capabilities (e.g. new service, product, coverage of geographic area) with clients? This can make sense for a variety of reasons...
Builds on loyalty to your company
You should assume that competitors are approaching your clients and/or that clients are regularly considering their options. Clients that do not feel you are “heading in the same direction” will think about leaving for a competitor. Keeping clients informed about future capabilities can help avoid this issue.
Generates client feedback
Conversations with clients can validate the value of the new capabilities and enables “tuning” you may not have otherwise known to do. Some client feedback may inspire additional capabilities you plan for another future date.
Identifies new opportunities
Discussions regarding future capabilities frequently opens conversation regarding additional opportunities with clients. These new opportunities may not have been identified without your providing a view into the future.
Scheduling these meetings, particularly with your largest clients (on a recurring basis), can be critical to your long-term success. You may see the benefits rapidly!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/
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