Sometimes it takes months to close a business deal. Once the deal is done, it is absolutely imperative you keep the relationship going by continuing the hard work to ensure your new account will stay with you. Use the suggestions below to turn your new account into a permanent customer:

• Stay Focused:Once the account is signed, you may want to take it easy for awhile. Don't allow yourself to get lazy. Remember the customer switched the account to your company because he/she had a problem with a previous supplier. Don't become that problem supplier.

• Act as an advocate: If YOU don't act as the customer's ally, who will? Ideally, everyone works on the same team but sometimes wires get crossed. If the customer bumps up against a problem with your company-- such as delivery, installation or training-- make it your business to fix it. Find out where the internal problem occured and work to avoid it in the future.

• Establish Your Position as Advocate: Let the new account know that you are the person to contact, and that you're available any time to answer questions and handle difficulties. When the customer has to deal with several different people in your company, he/she may get confused about who does what. Make it clear that you can oversee any communication between departments.

• Stay Involved:Even if your colleagues in installation or training now have more contact with the customer, don't take yourself out of the loop. Insist that you get a report from the people who deal with the account and are apprised of any problems which may arise. Call the customer periodically to see if he/she has any problems or questions. Make an unannounced in person call to check on progress. Your involvement can head off potential problems before they happen.

• Abide By Promises and Guarantees:The negotiations are finished now-- as a professional, you must fulfill the terms of the agreement you made. If some areas were left unclear, give the customer the benefit of the doubt. When it's time to renew the agreement, you can renegotiate some of those less-clear issues. New accounts are crucial for healthy businesses. As a sales professional, the new account process keeps you fresh and challenged. Each new business client offers something you've never faced before. The real challenge is to maintain that same level of excitement and commitment to your new accounts so you can lay the foundation for a long-term buying relationship.

The event calendar is filling up with lots of opportunities to learn and grow. There are socials, networking events, business gatherings, classes, vacations and so much more.
I will be facilitating a few of my own and would love to have you join me!

On May 17th, Sauber & Associates, LLC will co-sponsor the Diversity Business Network Gathering at the Holiday Inn West at 7:00PM. There will be speakers, vendors (tables available while they last), refreshments and great new connections to make. You can visit the event calendar or call 410-318-8877 for more information.

On June 14th, I will be co-facilitating a fabulous evening: Secret Recipes 4 Success: Networking Tips from Networking Diva, Gloria Goldman, and Sales Tips from Sales Guru, Iris Sauber. This will be held in Columbia, MD. Details by phone or visiting the calendar.

July 14th- August 25th, I will co-facilitate a class with Rev. Dr. Judy Powell: The Laws of Leadership. This is based on the work of John Maxwell. This class will run from 7-9:30PM for the 7 weeks and will be held in Cockeysville, MD. What traits, characteristics and practices must be present for people to follow you? What is the difference between leading and managing. Come explore these ideas and many more, with leaders from the non- profit and for profit communities. Details on Calendar or by phone.

It is not because things are difficult that we do not dare, it is because we do not dare that they are difficult.

Seneca