One Saved Account Paid for a Year's Service!
I was in the Coffee Service business and a BRB client for many years before purchasing BRB.
One of the most productive ways I found to use the BRBs was to Save an account.
The 'Change Mode' is the 'Sweet Spot' for Gaining Business.
It's also the 'Risk Spot' for Losing Business.
This is Important because the research shows it's far easier to Save an Account than sell a new one.
A Saved Account vs. a New Account:
- Will stay on the books longer.
- Produce more profit.
- Be less maintenance.
Example:
An average Coffee Account was worth about $100.00 a month in profit.
When a client had 'Change' going on; New Owner, New Location, Major Construction, etc., the competition was all over it. (Probably from being a BRB subscriber, too!)
Naturally, I quickly went to see the decision-maker.
If we agreed our Coffee Service been a good vendor for them, and would continue to be, I could usually keep the competition out and retain the business.
Do the math: $100 X 12 months = $1200.
At the time, One Saved Account paid for the entire year's subscription!
Now that's a good ROI!
Lesson: When daily reviewing the leads, be certain to look for present clients as well as prospects.
The value of the BRBs is not just for Gaining Business, but also for Retaining Business!
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