9. Face Time With Clients Is Key

It’s easy to get sucked into only interacting with clients over the phone or email, but face- to-face interaction with customers is critical, solution providers say.

The Fulcrum Group’s service manager developed a wellness program to get out and visit recurring service clients, with a goal of visiting three client executives a week. Meek added that sales representatives should openly discuss service quality while face to face with clients.

“As part of our [quarterly business review] process, sales visits with client executives and discusses service response and quality for executive feedback,” he said. “They also review surveys with the client.”