In all my years of B2B sales, one thing still reigns true. People work with people that they like! Relationships are everything in business. No matter the industry, sector, or field, strong working relationships often result in long term retainers or partnerships that can be fruitful to all parties. But let’s not put the cart in front of the horse… first, let’s find out how to nurture these relationships into continued business.
HERE ARE 5 TIPS TO “CRUSH IT WITH YOUR CLIENT”
CHAIN OF COMMAND
GET IN THE TRENCHES
This goes into the research and discovery phase. Let’s assume at this point you’ve already been in contact with the right people to ink the deal. Now you need to find out how their chain of command works. You’ll be surprised how most companies are leaving traditional top-down thinking and now bringing more cooks in the kitchen. Let’s say you started working with the VP of Marketing, but the Director of Marketing signed the contract, and we know that the CEO is highly involved in all creative matters. All of these executives live in different areas so you’ll be collecting notes from multiple parties, not one collective. Information like this can go a long way internally for the best project management practices. Knowing their checks-and-balances gives insight into the company’s culture and the extent of your relationship. This should also help while corresponding and understanding their general protocol(s) for operations and processing. Doing your homework and targeting the right brands is always the best start, so get to it.
Remember, your client hired you for a reason and we all must work together to make sure that they’ve made the right decision for their company