What do you RECKON?

Sales Organisations across the Globe have an obsession.

An obsession that seems to drive every thought, word and action.

They are consumed with the desire to find that next, new, client. New Business dominates their every waking thought.

Somewhere along the line though, someone gets forgotten. That someone is their existing Clients, those clients that you worked so hard to land, those clients that were so prized during the pursuit.

Have you really taken the time to talk to your existing clients, to really understand them, to develop the relationship you worked so hard to build?

What do they really think of you? The services you have delivered? What changes would they like to see you implement? Have you evaluated the relationship? What does the future hold, together, in partnership?

Don't know? Maybe it's time for a RECKONing.

'Reckon' has a dictionary definition of "establish by calculation".

It might seem like common sense, but, how many of us really focus on the right Client Development behaviours, regularly, consistently, purposefully?

There is nothing more disappointing than losing a Client, when you could have taken action to retain them.

It might seem like simple common sense. But, how many of us really do this type of client development behaviour on a regular, routine basis, to protect our companies business.

Nobody likes losing a client. Especially when we could have taken action to retain them.

It's time to call your best clients and set up a review meeting. Sooner, rather than later.

Here are the 6 steps to holding effective RECKONings with your Clients in Review Meetings:

• R = Remember
• Go back. Revisit and revive the original reasons your client contracted you. What issues, problems or objectives led to your clients contracting your services in the first place?
• E = Evaluate
• Evaluate your relationship. What’s working? What isn’t? What can you do differently? More of? Better at? Grade both yours and the client’s performances in the partnership.
• C = Changes
• What’s changed? Are there new people in the organisation? Are there things that need to change to improve performance?
• K = Knowledge
• What new information about you or your client has presented itself since you last met? What is going on in their Industry? What is going on in the Marketplace? What does that mean for the partnership?
• O= Opportunities
• Where are the opportunities for the client? For you? Any other issues, problems or objectives the client currently has that you can address?
• N = Next Steps
• What happens next? Make a clear, specific, certain up-front contract so that you both know what will always happen next and by when. Contract with your client for the next call or meeting, for the next piece of work, for the next phase of a project, for the next RECKON review and for referrals & introductions.

Maybe ask your client to note their thoughts in advance of the meeting. By you being proactive, they’ll share bad news and maybe bring small issues to the table before they become critical.

Because you are being proactive in your efforts to make changes and improve performance, even if they perceive the value of working with you has not lived up to expectations, they will be more likely to continue the relationship because an emphasis is being placed on meeting their needs. If you are not proactive with this kind of activity, your best clients are your competition’s best prospects.

So call your best clients this week. Thank them for their business and get that review set for your next meeting.

If you want to talk about improving sales performance, building predictable revenues, successful long-term client retention and creating more profit for your bottom line book some time with me.

You can see me, and the Sandler System, in action and make a decision on how long you want us to work together to find lasting performance change.

eMail : [email protected]

Phone: +44 (0)118 969 1752

Web: www.thamesvalley.sandler.com

“I have never walked away from more sales in my life. Sales that were never going to be profitable. Sales engagements that stole every ounce of my dignity. Sales that had I won them would have tarnished my reputation. Thank you for making me the sales professional I am today. I make choices and I never look back.”