New York SBDC Research Network

Why does anybody swap suppliers? Sometimes it’s because there is a cheaper alternative but mostly it isn’t. Would you swap dentists because a cheaper one set up next door? This is very unlikely. In reality people keep the status quo and only move on for a reason and in most cases whether they stay or go is up to you. Here are three of the most popular causes for client departures:  -“Perceived indifference”: The client thinks you don’t care anymore even though you do. They feel neglected and can only look back with wistful fondness to the days when you were courting them and couldn’t do enough for them. They just want to be loved and cared for but sadly you’re just not hitting the spot any more. -Poor quality: You simply aren’t delivering the quality they expect for the money they’re paying and because of point 1 above you don’t even know it. Regardless of the product or service you offer great quality is the best form of protection you can get. -Knock-out deals: One of yo

From SmallBusinessNewz : If you want clients and prospective clients to think of you as the go-to person, for whatever service you provide, I believe you’ll find this post really useful. It’s based around 3 steps you can take, which will change the way people think and feel about you, so you become their irresistible choice. What is a go-to person? Firstly, I’d like to confirm what I am referring to when I use the term, go-to person. I’m talking specifically about those valued people in business, who we immediately think of when we have a need, related to their area of expertise. When someone thinks of you as their go-to person for a particular need, they go direct to you. •They don’t ask a friend for a recommendation. •They don’t poll their friends on Facebook. •They don’t take their need to a search engine. •YOU get the call! Clearly, the commercial value of being the go-to person for your marketplace is huge. Not only will you retain your existing clients for longer

From CBS News MoneyWatch Every good businessperson knows the importance of building quality relationships. But I'm surprised at how often people don't give the same thought to the "quality" with which those relationships end, and the possible ways in which a bad breakup can come back to haunt them. Most business relationships don't last forever; employees move on, customers come and go, suppliers are replaced. But what goes around does indeed come around, and paths can cross again, particularly within the same industry or in small communities.

High-profit salespeople recognize that a lot of little things go into building great client relationships. Taken individually, those things may seem like no big deal. But taken collectively, they compound into such a difference in your sales. More HERE .