Your Client Didn’t Abandon You. You Abandoned Them.

first_img Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now When you lose a long time client, it can feel like you’re being abandoned. You’ve stood together through what seems like a lifetime of battles and challenges, always finding a way, no matter how difficult. You had a relationship. Now it’s over.But it isn’t likely that your client abandoned you. It’s more likely that you abandoned them. One of the three following reasons is at the root of your loss. Study them, make changes, and prevent the loss of another client.NeglectThe most common way to lose a client is through neglect. Relationships require careful care and feeding. Ignoring your clients is a form of neglect.You used to call. You used to make appointments for face-to-face visits. You used to send articles that your client would find helpful in thinking about their business. Now . . . nothing. It’s been a long time. Too long.Neglect is form of abandonment. When you discover that your client has opened a new relationship with your competitor, they didn’t abandon you. You abandoned them.ComplacencyAnother way you can abandon your client is to become complacent.Remember how you used to ensure that all of your client’s problems and challenges were taken care of? Remember how you used to follow up to make sure that they were getting the results that they needed? Well they remember too. And they can feel the empty space where the salesperson that cared about them used to be.Because you have a client now doesn’t mean you are entitled to keep them. Just because you created tremendous value for them in the past doesn’t mean you have a right to their business in perpetuity.Complacency is a form of arrogance or a form of laziness, and either leads to abandonment.Failure to GrowYour client’s needs are going to change over time. They are growing and their needs are growing along with them. And if they’re struggling, their needs are changing too. In order to help your clients take advantage of the opportunities they come across, you have to grow. If they have greater challenges than ever, you have to grow big enough to help them overcome those challenges.If you don’t continue to grow, you aren’t going to have the ability to help your clients keep growing. If you are going to keep your client for life, you have to match—or exceed—their growth.Failure to grow is another form of abandonment. You force your clients to need a new partner?In all of these cases, you might feel as if your client abandoned you. The truth of the matter is that your neglect, your complacency, or your failure to grow was your abandonment of your client.QuestionsDid your client abandon you or you them?How does neglect lead to lost clients?How does complacency lead to lost clients?How does a failure to grow lead your clients to need someone new?How do you prevent abandoning your clients?last_img read more

After plaguing Congress-NCP, ‘defection fever’ grips smaller parties

first_imgAfter a slew of defections from the Nationalist Congress Party (NCP) and the Congress ahead of the Assembly elections, now smaller parties like the Raju Shetti-led Swabhimani Paksha and Prakash Ambedkar’s Vanchit Bahujan Aghadi (VBA) have started losing key leaders.In a major setback to Mr. Shetti on Thursday, his right-hand man, Ravikant Tupkar, resigned from the Swabhimani Paksha. Mr. Tupkar, a mainstay of the party and one of its rising stars, is said to be joining the Bharatiya Janata Party (BJP) soon. His move has prompted the Swabhimani Paksha leadership to urge Mr. Shetti to step into the poll arena himself. Mr. Shetti told The Hindu on Friday, “[Mr. Tupkar] spoke to me yesterday and said he was taking this decision as he saw no future in our party. While his loss is undeniable as he was a good spokesperson who had come up from our farmers’ movement, none of his supporters have left our party.” Mr. Shetti had been resting his hopes on Mr. Tupkar to deliver the goods in Buldhana district, where the latter is said to have a strong following. In fact, prior to the Lok Sabha elections, Mr. Shetti had asked for the Buldhana Lok Sabha seat from the Congress-NCP with the objective of fielding Mr. Tupkar.At the time, NCP chief Sharad Pawar had persuaded Mr. Shetti to settle for another seat (eventually, the Sangli seat) while promising to back Mr. Tupkar for a seat in either house of the State legislature. Since his upset loss in the Lok Sabha elections, Mr. Shetti has focused on rebuilding his party and said he is not interested in contesting the Assembly polls. However, after Mr. Tupkar’s resignation, Mr. Shetti is mulling contesting the polls to rally his crumbling party. “I will announce my decision within two days,” he told The Hindu.Meanwhile, the VBA suffered a jolt after its spokesperson, Gopichand Padalkar, an influential Dhangar leader from Sangli district, recently resigned as the party’s general secretary.Mr. Ambedkar had inducted Mr. Padalkar, a former BJP leader with a deep affiliation to the Rashtriya Swayamsevak Sangh, into the VBA. The move had raised eyebrows owing to Mr. Padalkar’s close association with Sambhaji Bhide ‘Guruji’, whose name had surfaced in connection with the Bhima-Koregaon violence.Mr. Padalkar had contested from the Sangli Lok Sabha seat on a VBA ticket, polling three lakh votes and affirming his hold over the Dhangar community. However, he changed his stripes soon after the conclusion of the Lok Sabha polls and is likely to rejoin the BJP.At a recent meeting with his followers, he said, “[The BJP-led government] is the first administration since Independence to attempt to do something for the welfare of the Dhangars. The other parties do not care anything for the needs of our community.”last_img read more

Consistent Ravena a steady force for Ateneo so far in Season 80

first_imgLATEST STORIES “I need to stay more consistent because everyone’s been doing a really good job,” said Ravena after leading the Blue Eagles over Far Eastern University, 94-82, Sunday. Ravena finished with 18 points, on 7-of-11 shooting from the field, 11 rebounds, and five assists to steer Ateneo to a 3-0 record. FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSBoxers Pacquiao, Petecio torchbearers for SEA Games openingThe graduating guard is averaging 18 points, nine boards, and 2.3 assists per game.Ravena had just one occasion where he managed to score in double figures in back-to-back games, against La Salle and University of the Philippines when he had 22 and 11 points, respectively.  Sports Related Videospowered by AdSparcRead Next For the complete collegiate sports coverage including scores, schedules and stories, visit Inquirer Varsity. ‘A complete lie:’ Drilon refutes ‘blabbermouth’ Salo’s claims Blackwater secures last playoff spot, beats GlobalPort Don’t miss out on the latest news and information. Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ But Ravena’s production took a dip from there.“Last season, I’ll have a good game and the polar opposite will happen next,” said Ravena. “I’m just mentally focused coming into the season and that I need to be more consistent.” Trump signs bills in support of Hong Kong protesters Photo by Tristan Tamayo/INQUIRER.netThirdy Ravena has been Ateneo’s most consistent player in its first three games in the UAAP Season 80 men’s basketball tournament.And he plans to stay that way after having an up-and-down year in Season 79.ADVERTISEMENT Lacson: SEA Games fund put in foundation like ‘Napoles case’ Celebrity chef Gary Rhodes dies at 59 with wife by his side NATO’s aging eye in the sky to get a last overhaul Hotel says PH coach apologized for ‘kikiam for breakfast’ claim Robredo should’ve resigned as drug czar after lack of trust issue – Panelo MOST READ View commentslast_img read more