‘How to Increase Profits From Your Existing Clients’ – HubSpot
Jami Oetting says, “As an account manager, your most important priority is developing a trusted advisor relationship with your client. Although some of that will come from genuinely empathizing with her, when you achieve the goals you both agreed to, listen to her, co-collaborate, and educate her, you earn her trust, gratitude, and respect. If you own a small agency, we’re betting that you (or your principals) wear this hat as well.
Your next priority is to improve each client account’s profitability. Why? Because it’s far easier and less expensive to get more business from a loyal client than to find and close a new one. Acquiring a new client can cost four to 10 times as much what it costs to retain an existing one. (This is a major reason why strong and strategic account management is so crucial to an agency’s success.)”.
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