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Discover the secrets to winning back lost clients and boosting your business's success.

There is something you must know about losing clients. Too few are aware of this certain truth, and it harms their results. Once you know this truth, you will feel differently about losing a client. It takes time to win a client, especially a larger client. You can lose a large client by failing them. But while your company is losing your client, your client is struggling to retain one or more of their large clients.

If you spend time with large clients, you eventually discover that the larger the company, the greater the number of problems they experience. One of the problems your large clients are facing is losing their large clients. You are always going to be unhappy about losing a client, and that same client you are losing has a salesperson losing one of their enterprise-level clients.

Navigating Challenges in Client Reacquisition

It’s important to take the perspective you need when losing and reacquiring clients. Your company has problems executing for some of your clients. When you are having trouble with the execution you promised a client, remember that they are also struggling to take care of one of their clients.

Here is a fresh perspective on client loss and recovery: Every company you have ever won or lost has its own list of lost clients. Just like you, they tried not to lose the client. For all kinds of different reasons, every company loses clients. There is nothing good about losing a client. But if you are afraid of reengaging with a lost client, you are making a mistake. When your lost client loses a client, they work to win them back. Why then, would you not do the same?

Overcoming Fear: Embracing Client Reengagement

In the industry in which I learned to sell, it was easy to lose a client. At first, I was unhappy with my operations team, as they were responsible for the execution of what we sold. But the more time I spent with some of the largest companies in the United States, the more I would see how they, too, were unable to execute for their clients.

Personal Insights: Lessons Learned in Client Recovery

One large client was mad at me because I asked them to pay my invoices. The young CEO called me while I was driving back to my office to tell me if I asked his CFO for the money they owed us, they would fire my company. When I got to my office, I sent him a document giving him 30 days to get a new supplier. You might believe that there was no coming back after firing the client, but not too much later, we reacquired the client.

Overcoming Obstacles: Turning Setbacks into Client Success Stories

Another client replaced my company with a competitor. When you live in the Red Ocean, displacement comes with the territory. My company was fired when a new decision-maker took over our category. Our price was much higher than the numbers she was getting bombarded with by my low-investment competitors. The company needed a world-class approach, but the new decision-maker didn’t fully understand the benefits of our high-investment model. Once the managers of the company were unhappy with the quality of the new decision-maker’s choice, we reacquired the client.

Rising above Competition: Strategies for Client Retention in a Competitive Landscape

I learned to say something like, “You know how you sometimes don’t have the people you need to take care of your clients? Occasionally, we have that same problem.” Every business experiences failure and lost clients, and your contacts will appreciate your honesty.

Building Bridges: Effective Communication in Client Reengagement

Here is a list of ideas to help you reacquire a client. This blueprint can help you reengage your contacts.

Proven Strategies for Client Reacquisition Success

Apologize without shame. When you fail a client and lose their business, you should apologize for failing them. You should do this without any shame or any bad feelings. Every company on earth loses clients. It is a mistake to be overly apologetic when this is the nature of our business. If you were a Corleone, you would know it’s not personal, it’s business.

The Power of Apology: Rebuilding Trust in Client Relationships

When reengaging with a lost client, you will need to explain how you will do better for them now and in the future. If nothing has changed, your client may not want to risk your failing them a second time. No contact wants to be responsible for the same problems that caused your client to defect in the first place.

Reinventing Excellence: Demonstrating Value in Client Reengagement

When you are pursuing a lost client, you need to be confident with the conviction that you and your team will be able to execute for the client. I want to remind you that your lost client is confidently pursuing their lost clients. When you are certain you can succeed, you should work to reacquire your lost client.

Harnessing Confidence: The Key to Successful Client Reacquisition

Start with the friendlies. You would do well to start with the contacts who liked you and who may be sympathetic to your cause. Later, you may find some remember the reason you lost their business in the first place. You may benefit from building consensus with your contacts who are willing to allow you a do-over.

Building Bridges: Leveraging Positive Relationships in Client Reengagement

If you are able to get a meeting, you have an opportunity to make the case for a second chance. By explaining what you have learned over the time you spent away from your lost client, you are now ready to be able to ensure your lost client will succeed with you after making changes to what or how you do something.

Seizing Opportunities: Maximizing Client Reengagement Meetings

Before leaving this article, make a list of lost clients you haven’t yet reengaged. If you have made the changes you needed to make, build a plan to reach out to the contacts with which you had the best relationships.


Sales 2024
Post by Anthony Iannarino on May 4, 2024

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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