VIDEO: What can you do today to fuel future growth?

August 18, 2017

How do I hold onto end users or customers to fuel future growth? 

Do you want to improve your conversations with customers to anchor retention and fuel your growth? In my short video below, I walk through the four questions you should be asking at least one customer or end user on a weekly basis to find out how your products and services can help them achieve their goals. 



Hello everyone Rob Lynch here, the question for today is “How do I hold on to my customers or end-users to fuel my future growth?”

And I say end user because in B2B you may have to bypass your distribution channels and purchasing agents with permission to talk directly to the end user of your products and services. We suggest leaders have verbal conversations with at least one customer or end user weekly and ask four questions.

Question number one, how are you doing? This gives you an understanding of their current situation. What are their pain points, what are their priorities for the coming year and try to find the person’s bonus is tied to. Not the dollar amount, but to show how your products and services can help achieve their goals.

Question number two, what’s going on in your industry? This offers insight into industry trends. What are the newest changes or technologies, who is buying whom and what are they thinking, feeling and talking about.

Question number three, what do you hear about our completion? This is probably the most important question because it will help you cut through your own biases. Are they raving about you or the competitors and if it’s the former perhaps you don’t need to lower your price against that ankle-biting low-priced new competitor.

Question number four, how are we doing? Now only ask this if they haven’t already responded because remember this conversation is about them, not you. And in B2B have your leaders speak to the counterparts at your customer or end users. Look at these efforts as an investment in customer retention. At fast-growing companies the team is often so busy chasing new deals, that existing clients feel ignored.

So, if you want to improve your conversations with customers to anchor retention and fuel your growth. Please contact me and let’s talk about how I can help. Thank you.