Q: We are planning our sales and marketing activities for 2015. I was on the Coffee with Kendra earlier in the month and I really liked the 15 strategies that you laid out.
I wanted to see if you had any particular questions that you ask during the Client Quarterly Reviews (strategy #8).
Response: Quarterly Reviews are one of my favorites. They are an excellent opportunity to check in on clients’ progress with your team, as well as uncover new work. Here’s how to approach it.
– Make a list of what you want to know from a client when you meet with them.
– Cross off things that feel too salesy. You want this meeting to be more like a consulting meeting than a sales call, but still provide you some solid sales specific data.
Things to consider:
– What projects or recommendations did you propose to the client but they haven’t done as yet? Check in on the status.
– How the current project is progressing. Where else do they need assistance with it? What else should they being with it to maximize results?
– What new activities are coming up? New initiatives?
Continue the conversation in the comments below!