Get ‘Em, Keep ‘Em

Acquiring your biggest account is difficult enough, but maintaining a great relationship with that customer may be even tougher. Luckily there are a few tips to not only keep the relationship you have with your biggest customer, but to also keep them happy. In the article 5 Ways to Keep Your Biggest Customer, written by Geoffrey James for Inc.com November 8, 2011, tips to conserve your customer relationships are simple:

First you must differentiate yourself. Be unique and offer “must haves” the customer can’t find anywhere else. This makes the customer need your services and want to do business with you. Follow up with providing expertise. Share some knowledge and services that can be strategic in helping the customer fulfill their goals. Your customer will appreciate the extra effort, which will most likely assist in the creation of a valuable and ongoing relationship between you and the customer.

Don’t forget to create a high replacement cost—after the sale is made. This will help prevent the customer from replacing your firm’s products and services with any competitors. Next, really know the account. Become familiar with the workings of the customer account in order to be a part of their strategic planning. And lastly, generate reverse credibility. In short, a smaller company can help create a market reputation for a larger firm by helping the larger business gain credibility in a new market. This generates a strategic relationship between the small and large companies.

These are just some of the ways Benay Enterprises has been able to uphold great relationships with our clients. No matter how you run your business, remember there is always room for improvement.