Relationship Strength Training: How to Manage and Grow Your Customer Base Danny Friedman President DANNY Inc
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Relationship Strength Training: How to Manage and
Grow Your Customer Base
Danny Friedman
President
DANNY Inc
Is it easier to get a new client or retain a current client?
Relationship Strength Training: How to Manage and Grow Your Client Base
Today’s Market
- Internet
- Direct End User Companies
- Other Distributors
IT’S BRUTAL OUT THERE!
(But it doesn’t have to be)
Relationship Strength Training: How to Manage and Grow Your Client Base
Types of Clients
- “I’m The Man” ( or Woman)
- Wishy Washy
- Data Geek
- “Let’s Make a Deal!”
DO YOU KNOW WHAT TYPE OF CLIENT YOU ARE WORKING WITH?
Relationship Strength Training: How to Manage and Grow Your Client Base
How Clients Do Business
Hardcore- All Business
Friendly Business- Social/Business
Non Business-All Social
DO YOU KNOW HOW YOUR CLIENT DOES BUSINESS?
Relationship Strength Training: How to Manage and Grow Your Client Base
How to Deal with Clients
Type of Client + How They Do Business= How You Will Deal with Client
Ex. “I’m The Man” (or Woman) + Non Business
Ex. “Let’s Make A Deal!” + Hardcore
CONTROL, CONTROL, CONTROL
Relationship Strength Training: How to Manage and Grow Your Client Base
“Hot Buttons” and Speech Patterns
- “Hot Button”-What makes a client happy
- Speech Pattern-Gauge how you speak
A CLIENT IS MORE WILLING TO WORK WITH YOU IF THEY FEEL COMFORTABLE WITH YOU
Relationship Strength Training: How to Manage and Grow Your Client Base
Maintenance of Client Base
• How often should I contact Clients?
- Human Daytimer
• How should I contact Clients?
-Phone
-E Mail
-Face to Face
YOU MUST BECOME CLIENT’S PROMOTIONAL PRODUCTS DEPARTMENT
Relationship Strength Training: How to Manage and Grow Your Client Base
Your Client Can Grow Your Business
- Ask For Referral
- “Spread Yourself Thin”
(Not a New Diet)
USE THE CREDIBILITY YOU’VE GAINED FROM YOUR CLIENTS TO GROW YOUR BUSINESS
Relationship Strength Training: How to Manage and Grow Your Client Base
Prioritizing Your Client Base
Time = $$$$$$$
- Time is a Sales Professional’s Most Valuable Commodity
80% OF YOUR BUSINESS WILL COME FROM 20% OF YOUR CLIENTS
Relationship Strength Training: How to Manage and Grow Your Client Base
You’re Fired!: When It’s Time to Drop A Client
High Maintenance vs. Low $$$$$
Rolling The Dice - “Should I Drop This Client?”
IF DROPPING A CLIENT MEANS MORE TIME TO WORK ON MORE PROFITABLE CLIENTS THEN
DO IT!
Relationship Strength Training: How to Manage and Grow Your Client Base
Dealing with Problems
Are Problems Inevitable?
“Band-Aid” Technique
-Address Problem Swiftly and Directly
TURN A PROBLEM INTO A WAY OF MAKING YOUR CLIENT RELATIONSHIP STRONGER!
Relationship Strength Training: How to Manage and Grow Your Client Base
Summary
- Control, Control, Control
- Have Your Clients Help You Grow Your Business
- Prioritize
“It Takes a Lifetime to Build a
Client Relationship and 1 Minute
to Lose it” – Old Wise Sales Professional
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