Are You Bending Over Backward to Earn Your Client's Trust and Business?

By Lisa Leitch , Csp and Mas

Our buyers also mentioned a few specific ways that salespeople have distinguished themselves from other vendors and won their business:

Make site visits instead of phone calls.
Provide training and education sessions or webinars.
Have the president, VP, or senior manager accompany you to the meeting.
Really reinforce the competitive advantage and how that will impact doing business with you.
Offer more flexible terms—like 60 or 90 days if you normally offer 30.
If appropriate, wine and dine.
Offer free shipping.
Do an unselfish favor. Use your resources to assist the prospective client with overcoming a current challenge.
Give your client networking opportunities. Introduce them to people they are interested in meeting.
Find ways to make your client feel special while still making your relationship win/win.

In a nutshell, there's no one right way to bend over backward—it's all about doing your homework and finding a way to provide unexpected value to your client.

If you would like to listen to the full "Turning the table: Clients tell us how you can win their business" webinar (approximately 75 minutes), visit www.teneoresults.com. The recording link is on our home page.

Thought Provoking Question: How will you "bend over backward" to earn your client's trust and become their valuable partner?