Guest blog by Mike Brunel.
I am continually asked why my advertisers leave me after a few campaigns. I do not think for one moment that has not happened to you. It has me, several times, and every time it does I learn something.
As a business owner why do your clients leave you? Do you know?
It actually stings quite a bit; you are just getting to know them when they stop returning your calls, completely ignoring you.
Here is a typical scenario that often happens. You work on a client for a few months and finally they toss you a little order or money. If you have done your job well, you might get some more.
No one returns your calls
Over time you get to sell them more products and services. Things seem to be going along swimmingly. Then all of a sudden, they do not return your calls. You try to call them a few times. SILENCE.
What have you done? They liked you; they seemed to be getting results from your product.
So, what have you done wrong? What did you do?
It’s not what you think; Here are some tips you might find useful if this happens to you.
Solve the problem before it starts.
- These days customers like to be advised. If you start giving them everything they want, they will not take you seriously.
- Don’t be like all the others companies who sell similar products. If you really want to partner with them, do crazy things once in a while. Don’t be boring. Push them a little. Be a marketer.
- Find out early in the relationship what their interests are outside of work and do all the research you can about the topic. This gives you something else to talk about, and helps build trust.
Finally, if you get the “vibe” that this might not work, be up front with them and say “Hey, I do not think this is working.”
It just might be the tonic to get them thinking a little about your relationship.
“They will spend one day, I promise.”
That is like saying, “That girl will go out with me one day.” Sometimes it can be painful, but you are better off working with the customers that you know will be of benefit to you, and not go after clients that you have no show of getting.
Mike Brunel is partner in NRS Media, the world’s leading provider of Revenue Growth Solutions and Customer Acquisition programs to media companies. The company has offices in London, Atlanta, Toronto and Sydney and employs more than 175 staff. Mike teaches people how to sell… he loves it with a passion!
From the desk of Liber8me. Business mentors and publisher of Liber8 your Business: The revolutionary planning technique that will set every small business owner free