Trust is key in many types of relationships, but especially in Services. A company that is buying services, will have to trust that the service provider is able to deliver.
A lack of trust can be very frustrating for both parties and raise the cost considerably.
A specific case in the Insurance Sector took almost a year to restore the trust. But once restored, new orders were the result.
How? By demonstrating knowledge of the industry and the client’s organisation, by assessing the past and emotions at the right level.... and last but not least: to deliver on each and every promise!
In the above situation, the Client was won back and after one year, the revenue raised to 70% of Client’s IT spend. The following year it improved to 100%.
Interested how you can grow your Sales and by excellent relationship management?