Account Management – Would You See You?

Let’s say, you are traveling home late Thursday night and checking your appointments for Friday, and you see you have a meeting with a person from another company at 3:00pm – a 3:00 pm appointment on a Friday after a long week on the road. You have a decision to make. You can:

A. Cancel the appointment – it’s easy to do!
B. Reschedule – use the excuse of being too tired or busy.
C. Keep the appointment – why would you keep it?

Why Keep the Appointment?

If the appointment was with you – sure you’d keep it. What makes you so great?  Why would anyone besides you want to see you on a Friday at 3:00pm? You say to yourself, as the buyer, “They are probably going to sell me something or talk about their company or product. They will probably ask mundane, I already-know-the-answer type questions,  about my business.”

What causes us to keep the appointments we scheduled in the first place? Here are 8 key reasons you should keep the appointment. If they:

1. Know more about your business than you do. Do they have trends, data, and/or research about the inner workings of your organization that might benefit your decision-making?

2. Know people in your business important to your success. They may know people on your team – your peers, or your boss. They may have connections with other key players in your company you should know better than they do. You may be new in your role, and their insights for getting things done (from their perspective) could be valuable and interesting.

3. Know more about your competition than you do. Maybe they have intel and industry knowledge of a critical nature, i.e. key acquisitions, takeovers, mergers etc. Maybe they see the future, better than you do? They have connections you don’t have time to make.

4. Are fascinating to be around. They have great industry stories and anecdotes. They make time go fast and never waste your time. You always feel invigorated and informed after meeting with them.

5. Have products, tools, and resources critical to your key priority. So many people present solutions and facts, and you should keep appointments with the few people tying themselves to your company’s goals – not their own goals.

6. Have solutions or recommendations to difficult problems. Sometimes another set of eyes can benefit your thinking and they can help you get “unstuck.”

7. Maximize time. They always get to the point, and make great arguments that lead to spirited debates for better outcomes. You learn something every time you meet with this person.

8. Build trust with you and others. They don’t take all the glory, they admit mistakes easily, and share challenges openly. That vulnerability says they are honest, and you will follow that.

Would You See You? Are you bringing these same traits to your accounts? Do you go the extra mile by learning an accounts’ business goals and personal motivations to succeed? If not, you may get your Friday 3:00 pm appointment cancelled or rescheduled.

If you do get the 3:00 pm appointment, follow the 8 rules above, and let the good times roll – your business relies on their successes too.

Learn more. Care More. Win More.

Jim

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