Pressure Test Your Client Relationship
The business world is very familiar with the 80 – 20 Rule; I have work for and with companies when the 80 – 20 has been managed very well, those that were concerned for the vulnerability, and sadly also with those that have seen it slip.
80 % of the business comes from just 20% of the client base.
As we continue to move inexorably towards a more relationship focused selling
How well do you know that 20 % of the clients that are giving you so much?
Can you write down TEN defined details about them?
How do those TEN defined details affect your business with them?
What things do you need to do to strengthen the relationship?
If you’re struggling after Five, just how good is your relationship?