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Guidelines for Successful Strategic Account Management
For every business to grow, there must be a good relationship and good communication between the clients and the staff. This is the reason every business should ensure that it has a team of vibrant account managers that will ensure there is good and long-lasting business relationships. It is important for a business manager to make sure that when assigning duties, he or she will choose a team that will help in good strategic account management for the business. To achieve successful strategic account management, you need to ensure that you put into consideration these aspects.
You must understand your clients. It must start with your understanding of your clients. You should know your client’s needs and wants for you to be able to fulfil them because a good relationship with starts with you fulfilling their needs and wants. Every client you are dealing with is different from the other and hence since every client is special, you should know his or her special needs for you to be able to handle him or her. Every account manager must know the business that he or she is dealing with for him or her to be in a position to know what the business of the company is all about. It’s through this that you will know how to handle each client.
You need to be active. Being active is not a choice if you are an account manager. Every client wants an engaging customer. You must therefore make sure that you are in contact with every client you have. Waiting for a client to pose a question is the last thing you should do. Always present your issues first and also present what you are offering instead of waiting for a customer to ask. Also, all details should be provided so don’t wait for a customer to ask for details for you to provide the details. Always be an active person and provider of every detail that you think your clients need to know. There are changes, you shouldn’t forget to provide the information to the clients.
Be a dependable account manager. You should be someone that the clients can rely on. Whenever they want to know something, you should be available and should provide a solution for each problem they have. You must therefore work on your problem-solving skills as an account manager because these skills are much needed in this role. A client will trust you and do business with you if you are reliable and if you are not, they won’t trust you with their money. But the question is, how will we build trust? One of the ways to build trust is through communication. You need to deliver details in the right manner and the way they are. If clients detect mischief in your communication, they are going to lose trust in you. Keep in touch with your clients even those that are quiet clients. Those clients who have taken a long to appear in your business need to be contacted. That’s what you are tasked to do as an account manager.
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