LinkedIn Posts
I need to ask my key account's best users for intros.
Many happy clients would refer you if someone asked.
I need to ask my key account's best users for intros.
Many happy clients would refer you if someone asked. The ask also shows you which of them are true advocates.
Five questions to see if your team can do this job today:
- Has your team asked a champion for an introduction in the last 90 days?
- Do you ask right after you've delivered a result they value?
- Do you ask for introductions to specific people or groups by name?
- When a champion hesitates, does your team find out why?
- Do you ask your best clients to speak for you through testimonials, references or industry events?
Two or more no's, and your best referrals may be waiting for someone to ask.
One champion told us what we wanted to hear: he loved our partnership and couldn't live without us. When we tested him and asked him to introduce us to the top executive over our category, he was reluctant at first. He didn't want to take an unnecessary risk. The truth was, he hadn't talked to his bosses about us at all. In most cases, he was taking the credit for himself.
That one ask showed us where we really stood, while there was still time to build a stronger champion.
Our system, the Vitality Index, shows your key account teams where they stand today, the work it takes to level up, and how to do it, until they reach a vital partnership that lasts.
When did your team last ask a happy client for an introduction, and what did their answer tell you?
We built a free, 4-minute Key Account Risk Assessment. It gives you a risk score for your key accounts across team alignment, account planning, account transitions, and visibility. Link in the comments.
More in LinkedIn Posts
LinkedIn Posts
Would my champion in our key account be proud to forward our results to their boss?
A champion forwards what makes them look good to their boss and poses no risk of hurting their brand.
LinkedIn Posts
I need my partners and sub-vendors running the same strategy for my key account that we are.
Partners and sub-vendors shape how the client experiences your team.
LinkedIn Posts
I need my team to act on warning signs at my key account before they turn into losses.
Warning signs often show up early: a number that slips, a meeting that gets pushed, a champion who goes quiet.
LinkedIn Posts
I need proof of what we deliver for my key account, captured while we deliver it.
When the client asks what you've done for them, the answer needs numbers in their language.
LinkedIn Posts
I need sales and delivery to turn their disagreements into progress on my key account.
Sales and delivery often disagree on how to approach the work in key accounts that are growing.
LinkedIn Posts
I need someone on my team who could run my key account tomorrow.
In key account management, it's critical to have a succession plan.
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Lead with better systems.
The same frameworks that power this post power Vitality Index - the platform strategic account teams use to measure, plan, and grow their most vital partnerships.