So often, client service professionals think of new business primarily in terms of attracting new clients. Yet one of the greatest sources for new work – and increased revenues – is often front and center in our world each work day.
Service providers work hard to deliver outstanding work for existing clients. But clients’ businesses change, and they face strong headwinds as they navigate evolving business landscapes. So often, existing clients may need additional services; by taking the time and effort to meet with those clients, engage them in meaningful conversations and ask good questions, service professionals can position themselves to provide those services, and deepen their value in the process.
In his latest article, How to Generate More Revenue Through Client Satisfaction Meetings, for the Business Journals network, Jonathan Ebenstein highlights the many potential untapped opportunities for new business within existing client relationships. He offers a five-step framework for structuring client meetings to pursue these opportunities. Follow Jonathan’s tips, and soon you’ll be on your way to winning additional business – and revenue – from your existing clients.