As a business owner, your role in the company is not to be so hands-on that you do not take time to have conversations with your customers.
When times are going well, you should have regular contact with your customers to ensure the relationship remains stable and your mutual objectives remain aligned.
When times are bad, it is even more important to speak or meet with them. To understand what you can do to make their lives better. If you find that they need something you cannot offer or take you away from your core focus, it is time to walk away.
But, if you have these conversations with your customers, there may be room for opportunity.
Listen to what they have to say
By having open and honest chats with them, you can possibly find opportunities to expand your offering to them. If they are talking about a need that is not being fulfilled, you can make the recommendation. This way, you can increase your involvement and increase sales potential.
Don’t be afraid to walk away
Sometimes, you have a client that is not beneficial for you to hold on to. They can squeeze you for too much discount, or not give you enough time to deliver on a project. Don’t be scared to walk away from a bad relationship. It can open up opportunities to work with other clients who can turn into more extensive and more profitable clients in the long run.
Having regular touch-base sessions keeps the relationship top of mind. It is great to be the person that the client calls first when looking for a supplier. They can also appreciate the relationship so much that they recommend you to friends and business associates.
With Covid-19 putting a strain on many businesses, schedule the time to re-connect with your customers and rebuild any relationships that may have taken a beating during the last year.
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