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What do you do if your client relationships as a leader are not strong enough?

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In sales management, building and maintaining strong client relationships is paramount. As a leader, you might find yourself in a situation where these relationships are not as robust as they should be. This can be a significant hurdle, but with the right approach, you can turn things around. It's crucial to understand that relationship-building is a skill that can be developed over time through consistent effort and strategic actions.

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Amy Harris

Branch and Financial Services Manager at First Northern Credit Union

1 Assess Gaps

To strengthen client relationships, begin by assessing where the gaps are. Engage in honest reflection about the current state of your relationships. Are you communicating effectively? Do you understand your clients' needs and expectations? Sometimes, the issue might be as simple as not having enough touchpoints with the client. Other times, it might be a misalignment of values or a lack of trust. By pinpointing the areas that need improvement, you can create a targeted plan to enhance those relationships.

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Amy Harris

Branch and Financial Services Manager at First Northern Credit Union
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I agree sometimes gaps occur because the needs of the client are not clearly understood. Sometimes you need to pause and review your clients needs to be certain they are being addressed. Make sure you are touching base with your client in a manner that is convenient for them and that you are covering the key points that are important to them. This can help create a trust factor and give the client assurance you are working on their behalf

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2 Personalize Outreach

Personalization goes a long way in reinforcing client relationships. Make an effort to remember details about your clients, such as their business goals, challenges, and personal interests. When you reach out, tailor your communication to reflect that you value them not just as clients but as individuals. This level of personal attention can significantly strengthen the bond and show that you are invested in their success.

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3 Provide Value

Consistently providing value is crucial for strong client relationships. This means going beyond the basic expectations and finding ways to contribute positively to their business. Share insights, offer helpful advice, or introduce them to resources that can help them achieve their goals. When clients see that you're committed to adding value, they're more likely to view the relationship as a partnership rather than a transaction.

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4 Seek Feedback

Soliciting feedback is a powerful tool for improving client relationships. Ask your clients how you're doing, what they like about your service, and where they think you could improve. This not only provides you with actionable insights but also demonstrates that you're committed to meeting their needs and exceeding their expectations. Act on the feedback you receive to show that you take their opinions seriously.

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Amy Harris

Branch and Financial Services Manager at First Northern Credit Union
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I agree feedback is very valuable. Who best to go to in order to get the information needed than the source. I have found that acquiring feedback helps to strengthen the relationship. It shows your client you care about their needs and that you want to do everything possible to help them reach their goals and meeting their expectations

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5 Invest in Training

If your client relationships are suffering, consider investing in training for yourself and your team. Sales management training can equip you with new strategies for building rapport, negotiating, and communicating effectively. Additionally, leadership development programs can help you become a more inspiring and supportive leader, which can have a positive impact on your client relationships.

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Roberto Grassi

Payments, Digital GM & CSO | Ex Amazon, PayPal, eBay & Braintree??
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Investing in your sales team's training is crucial for enhancing client relationships. Here are three key tips to ensure your investment yields positive results based on my career: 1. Customized Training Programs: Tailor training sessions to address your team's specific needs and challenges. Consider their strengths and areas for improvement when designing the curriculum. 2. Focus on Communication Skills: Effective communication is crucial in client relationships. 3. Product Knowledge Enhancement: Equip your sales team with in-depth knowledge about your products or services. By implementing these three tips, you can empower your sales team to cultivate stronger client relationships, ultimately driving business growth and success.

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6 Strengthen Team

Lastly, remember that strong client relationships often rely on a strong team behind the scenes. Ensure that your team members are aligned with your client relationship goals and are equipped to provide excellent service. Foster a culture of accountability and excellence where each team member understands their role in maintaining and enhancing client relationships. A united front can make all the difference in showing clients that they are valued by your entire organization.

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Amy Harris

Branch and Financial Services Manager at First Northern Credit Union
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It’s possible your team, although working hard, may not be working in your clients best interest. They may feel they know what is best, this behavior can definitely cause a gap in the relationship with your client Bringing the team together to identify the clients needs making sure they are understood and that the team is fulfilling the client’s expectations. Always good to remind staff that good customer service includes making the client’s expectations the priority. If their are changes to be implemented it’s important to meet with the client to help them understand the why and get their approval

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your client relationships as a leader are not strong enough?

1

2

3

4

5

6

7

1 Assess Gaps

2 Personalize Outreach

3 Provide Value

4 Seek Feedback

5 Invest in Training

6 Strengthen Team

7 Here’s what else to consider

Sales Management

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What do you do if your client relationships as a leader are not strong enough?

1

2

3

4

5

6

7

1 Assess Gaps

2 Personalize Outreach

3 Provide Value

4 Seek Feedback

5 Invest in Training

6 Strengthen Team

7 Here’s what else to consider

Sales Management

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