This is a short YouTube interview (host Nate Tilley with guest Sabri Suby) about how to manage client relationships to secure re-signs. Key points: a client stall usually means insufficient perceived value; comfort blocks renewal; track client engagement (when they last logged into reports/lead library) and prioritise clients who have 'checked out'; the first three months of a relationship are critical to set reporting habits; aim for the re-sign conversation around month nine (not month 12) after building value; tailor re-sign messaging to the client’s motivations (fear of loss vs upside/growth). The video closes with a prompt to like/subscribe.
Now that Sabri Subhi joins me now in the studio, I really look at business as an incredible vehicle to really like make good and make change in the world.
And he doesn't want to sign on just at the moment for a second year with new keywords and just until like he, I guess he figures out the new marketing strategy for the next 12 months.
Yep. So that's a stall. It's nothing. Yeah. So that stall means that you haven't built enough value to him. Right. Comfort is the enemy of change. And he's very comfortable right now because his results are really good and he's just snug. He's just sitting in there. He's nice and cozy and you're wanting him to remove like to go out into a place that's not as comfortable because you're making him sign something. Pitching someone that's been with you for a year is a lot easier than pitching a complete brand new person that doesn't know you from anybody. Yeah, yeah. Yet where we do that every month as a business. Right. So that's the things like that I would be focusing on there, getting them to look at the lead library, getting them to look at the monthly report and seeing when the last time the client actually logged in. Guess when logged in. Just have a guess. Six months ago, Nine months ago. He hasn't logged into the online report. Nine months ago the dudes checked out. He's not going to do a re sign. He's not even looking at his reports every month. I used to when I was calling these people, they wouldn't check it for two months in a row. It would be a big song and dance I'd be doing. Right. Your clients aren't looking at the online reportings. They're checked out. They're not really looking at it. They're not finding out. They're not. You're not going to be able to have that meaningful conversation with them. So that's the problem with trying to re sign this guy right now. The most critical time is the first three months. If you don't train them in the first three months, you'll never train them or it will be. It takes infinitely more effort to train them because they're starting the new relationship. Right. And you're setting up the habits of that relationship in the beginning. So if they know the first time that they speak to you that you are going to be asking them every single month how many new accounts that they won, they won't have it the first month. They may not have it. The second month or they'll have a loose information. But by the third month, it's guaranteed that I'm getting my numbers every month. Yep. And then when it comes to the resign, I've put the work in the whole nine months. I'm going for the resign at month nine, not at month 12. And I've outlaid everything. And at that stage, I know the person is motivated more by fear or the upside. That's based on the relationship with their business partner, with the board. What does success and winning look like for that person in that role? Is their role to grow the revenue? Is it to not let the business slip? Where are they at with it? And then wherever they're at with it, I'm tailoring my messaging and my re sign angle based on those things. It's either we're going to lose everything or we've still got so much to go because these guys have been at it since 2016 and they rank for 4,700 keywords and we only rank for 1,300. So if you want to know where you're at risk as an account manager, go through all your clients and look who are the clients that haven't logged in in the longest period of time. That's where you want to start. If you enjoyed this video, please like and subscribe. We're dropping a video like this almost every single day on YouTube, and if you've got any questions, leave them in the comments box below with heysubree and I'll do my best to get in there and get that answ. It.
