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In today’s world hopefully you are doing business reviews with clients to show them the value you bring them. Whether it is biannually or annually, it should be something you consider. Discuss any KPI’s you have created together and how you are measuring against them. Find out what challenges they are having and discuss what some of their goals are in the category of what you are selling them. Just some initial thoughts.
Is your product/service better or cheaper?
You have to read and predict your client's inclination and mood. Assess where do you think they have the tendency to lose interest.
I don’t want to scare you, but by the fact you’re asking this means it’s probably already too late. They’re stalling until they can have the next supplier already lined up.
(Clients don’t just walk away unless it’s a purely procurement / cost led account, there’s an 18-24 slope of the supplier making mis-steps, or failing to build the relationship.) your best bet is a one on one with the most snr relationship holder. There’s half a chance they’ll tell you exactly where our business is going wrong, if the relationship is fixable or not, what you’d need to do to retain. Good luck.
*your
Maintaining contact with your current clients keeps you in their minds. Send emails to your customers on a regular basis. Email is a powerful retention and marketing tool. Use it to cultivate a good rapport with your clients. You can reach out to your customers with outreach emails for special deals, announcements about new products or services, birthday wishes, or even simply to say hi.
The key to keeping your current customers is appreciation. You can let them know you value and value their purchases by thanking them for choosing your company. Sending thank you cards or providing rewards like presents, exclusive discounts, freebies, and special offers are also straightforward ways to express thanks.
Don't believe that selling your services will fix all of the problems that clients have. To learn what problems they need solutions for and how you can help them, get in touch with your customers.
No two consumers are exactly the same, thus they might be asking for specialized services from your company. When clients require goods and services that take different scales, time constraints, or other preferences into account, you don't want to offer one-size-fits-all solutions.
Reach out and rekindle your relationship with customers if they haven't interacted with your business in a while. To manage client interactions and generate opportunities for upselling and cross-selling, take into consideration implementing a communication calendar.
I'm still figuring it out but i agree - by the time you realize they're not a good client, you're in too deep to actually get out of it. We've had a lot of internal calls to figure these things out - mostly to protect ourselves when things fall apart. All you can do is demonstrate value and show that you know their business. Unless the issue is price, that does matter!
Start by turning your client into a friend and show him/her that your a valuable part of their business and be that buying partner they need.