Winning is just the beginning: how to create lasting client relations

Andrius Guzaitis, Business Development Manager at Bluelark

 

In sales we are biased towards celebrating new client victories. 

Yet every business book states that it is up to thirty times more costly to sell to a new customer versus a current one. And we still devote most effort to hunting for new clients rather than fostering long lasting customer relations.

Maybe there’s more pride in new client wins? And the champagne tastes better when celebrating a new sale? A successful churn prevention campaign rarely mandates an office party.