Keep it Simple: It's All About Relationships
By Mark Gragg,
As an Account Manager for M Force I’m tasked with providing top level service for our clients. For others, that simply means finding the best candidate fit for their positions and “hoping it works out” in a placement.
It has been my experience in staffing that, on average, it takes up to 6 “touch points” (phone conversations, voicemails, emails, etc…) to truly develop a communicative relationship with a client. That’s just the starting point however, as now that I’ve earned the opportunity to provide a service for a company I have to FOLLOW THROUGH.
If you are in a sales or account representation capacity, the first thing you want to do is set up expectations with your customer regarding communication. These are your commitments to delivery and is one way you will be measured by your customer.
Don’t drop the ball. Use your Outlook calendar. Stay organized utilizing your CRM system, smart phone, spreadsheet, whatever works for you… I like to set next calls at the end of the current call I’m on. That way if we set up a follow up at 10:00 tomorrow morning my contact will know that he/she will here from me at EXACTLY 10:00.
All things being equal, people buy from who they like. Guess who your client is going to “like” more if you don’t meet the expectations you’ve set forth over someone who can and does. Be the business relationship they want to be in and keep your promises.