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Easy Incremental Revenue

I have a simple method for getting incremental revenue out of ERP users, touch them. No, not in a creepy, restraining order kind of way. Go visit with them. Yep, that’s all it takes. There is something about face to face interaction that makes people ask questions, explain problems and look for solutions. It is almost universal that when I walk into a client, they need more than I’m able to give them in a single visit. It comes out in the form of “We’re having a problem with…” or “Do you know of a solution to…”

 

This is one of the reasons why partners do so much business at events like Convergence. Users that would never pick the phone and ask for help will show up with a laundry list of requests. Of course, you don’t have to wait for an event, you can throw your own event around something like the GP 2013 launch. You can also just go and visit them with nothing to sell. Show off the free Professional Service Tools or the free Support Debugging Tool. Give a little value before you get. That’s the definition of real partnership.

 

This works really well if you have folks on the bench too. Call up clients and give them a free consulting hour on anything, Smartlists, Excel Reports, you name it. If the ROI isn’t at least 8 hours of billable time, the consultant is doing something wrong.

 

As the old AT&T slogan went, “reach out and touch someone.”

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Categories: Managing Clients
  1. Dwight Specht
    December 17, 2012 at 12:16 pm

    Great post Mark. I agree with you completely and shared some thoughts on the same matter here: https://thedeathofreason.wordpress.com/2009/01/07/managing-in-a-downturn-part-i-existing-client-management/

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