Many companies conduct customer satisfaction surveys, in order to diagnose what they’re doing right, what they’re doing wrong, and what they’re doing that’s not much more than a waste of time. Why couldn’t you do the same… for the brand called, “You?”
Canvas your clients, and find out why they invest in your product, as well as in your service as an account manager. You could conduct a formal survey, if you like. Or, you could simply sprinkle this inquiry into a series of your future conversations:
I hope it is evident that I work hard to deserve the business you place with me, and in a number of different ways. Of the resources I strive to provide, which do you value most?
When you understand what clients appreciate most about the service you provide, you have shed light on the talents your clients most appreciate about you!
Then, it just makes sense to go out and find more prospects like that.
People don’t just buy from you because they like you. (Although, you are quite charming, I’m sure.) They buy from you because of the talent you bring to the table. Do you know what those “most appreciated” talents are?
Use your sales talent! Stay focused on the right next steps with your target accounts. Download our Target Account Progress Tracker.
Mike Anderson is VP of Consumer Insights and Communication at The Center for Sales Strategy