Successfully Growing your clients- The ‘How’ behind growing your clients
Managing portfolios requires an executive to be sensitive to customer needs, understand intently to client requirements and execute and deliver those requests in a timely manner. Executives must also be able to listen-not just nod along thinking of the next response, but really listen, absorb, understand and then advise. Managing expectations of clients is key- Promise only what can be delivered, lighting their candles with the sun when only a matchstick could do will only lead to a fall into the classic “empty vessel makes much noise” syndrome. Doing so can hamper the reputation and credibility of the team and the company.
Cross Selling- A concept where subsidiaries and different departments within an existing client can take up independent customized licenses. The business should be dynamic enough to be able to cater to multiple avenues and provide multi-layered business solutions.
Making product/service as a part of the workflow
Building long-term associations is fundamental for client growth. Think about your regular day. What products do you use on a daily basis? Or rather what products can you not live without? Skype? Whatsapp? Google? Netflix? Take a moment and think why? Why are these products invaluable? Amongst other reasons, the primary one is just that they are a part of our daily lifestyle. If the service/product can be made a part of the client’s daily workflow, then there will be no issues in shaking hands on a long-term partnership. For example, at Meltwater, we provide a solution called Newsfeed that allows streaming relevant media mentions onto the clients media room, enhancing SEO and drawing in customers. Once live, a client can be rest assured for inflow of online traffic. Most Meltwater clients rely on and value the solution; they incorporate it in their regular communication processes making it a part of their routine.