Building Exit Barriers: Protecting Your Top Clients
Your top clients are also your competitor’s top prospects; therefore you should never take your client relationships for granted. One of the most effective ways to do this is to build exit barriers around them, effectively making your top client “theft-proof” to your competitors.
When you’ve completed this chapter, you will understand:
• How to build a proactive account management program that will allow you to sense, serve, and service your top clients.
• How to codify your whole marketing process
• How to leverage your client’s trusted advisors
• How to identify service gaps.
Creating an Existing Client Process
Your selling system, also referred to as a sales process, is your blueprint ...
Get Cross-Selling Financial Services now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
