Start asking what similar products they have seen in the marketplace

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Check how the client is using the product. If they aren’t using it, either they don’t understand how, they don’t see value in using it, or they have left the company entirely unbeknownst to you. Protect yourself from employee defections by triangulating. Know at least three people at each of your clients’ businesses. One way you can learn who else is involved is by asking, “If for some reason, there is an emergency and I can’t reach you, who should I call?”

Make sure to call in and find out what is going on. The earlier you address results and portugal phone number library any dissatisfaction with the product or service, the easier it will be to fix the problem. Create a safe space for your client to vent about anything about the product that is not working for them and make appropriate suggestions to ameliorate the issue.

Finally, about a quarter of the way through the contract, start to ask some tough questions. Ask how the product is working and do not get defensive about any issues the client voices. and ask if they are trying any. Act as an advisor. Never get defensive or put another product down. If they are looking for a new tool for something, it may be a problem your company can solve, with a product the customer didn’t know that you offer.

Start subtly bringing up the renewal about halfway through the contract. Ask your customer if there are any changes that they would make in their current package were they to buy it again. If they have some, you may be able to resolve those issues then and there without them having to wait until they renew. Or you could lose the renewal.

In your monthly check-ins, make sure to mention any new, relevant products that might be of interest either now or when your client renews. Share industry news. And if your client is in the news, make sure to mention it and congratulate them on any positive developments.

Start to ask about their renewal process. The person your contact tells you is the decision maker may not be the ultimate financial decision maker. Encourage your client to share information about how their industry and business is going, and if they are expecting growth or a reduction next year. Be a subject matter expert who is helping them.