Building Credibility with New Clients
Whether you are new to sales or have moved into a new sales position, a new job is an opportunity for you to make changes, learn new skills, and open new avenues of business.
If you inherit clients when you change jobs, it's important to start building your credibility and begin prospecting for new opportunities to stay in and get ahead of the game.
When you inherit clients, you're working with accounts that have an impression set by another person. As a first step, you should learn what the shoes look like that you are about to fill. What did the client find most valuable about the previous relationship and where are the areas to improve?
Your reputation can be your best asset with new accounts. It may be best to send a few emails to colleagues to see who may be familiar with the contacts within your new account. Don't be shy about mentioning shared contacts in your initial communications; use the common ground to establish a basis for conversation. By doing so, you provide your new account with a way of verifying your credentials and they, in turn, will feel more comfortable with doing business with you. Not to mention, the transferred credibility can help the client view you as a trusted advisor.
Your introductory letters or emails to the contacts allow you to begin establishing your credibility with the key players and will help you pick up where the other person left off. This helps make the transition easier with the client while earning respect for both you and your company.
Once you have introduced yourself, schedule a time, via phone or in person, to discuss their concept. Inherited accounts come with inherited information, but the information may not always be complete or accurate. By openly seeking a discovery conversation centered on their concept, you show them that your interest in helping them reach their goals is genuine and you have an opportunity to learn their way of thinking first hand.
Working with inherited accounts can seem daunting, especially to new sales professionals. With a little preparation and research, however, you can hit the ground running in your new role and begin prospecting those new accounts immediately.