The worst feeling is when decent, active accounts go silent. Did we mess up a job? Was that late proof the other day a deal breaker? What should we make of this??
All too often I hear about these situations and the first question I ask the rep is "when was the last time you met with them?" After a long pause I'll get some type of response but I usually don't buy it. Sometimes worse is when I ask the president or sales manager the same question. We have a tendency to be business as usual with our better, active accounts. Sometimes they will actually tell you that they don't need to see you. I don't think that you can take anything for granted these days and however you can stay in touch with or in front of your clients is a good thing.
Don't wait for the silence to appear at your doorstep, be proactive and stay in front of your customers.
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