Is it Worth Dealing with Difficult Customers?

But do you need to do business with a difficult client at all?

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Remember, there can be a significant opportunity cost associated with difficult customers. The more time you spend with one client, the less time you have to devote to other accounts and important growth activities.

Too often salespeople and account leads spend an enormous amount of time trying to improve customer satisfaction and appease a challenging client. Time is money when you are in sales. If you are focused on “Account A”, it means you may not be paying enough attention to accounts “B through Z”.

When you are dealing with a difficult customer you need to ask yourself three important questions ;

• Is this business relationship profitable?
• Is this relationship worth it long term?
• Would my finite hours be better spent growing other opportunities?

This article does not suggest that every time you have an issue with a client you cut them loose. Far from it. This dissertation simply suggests that there could be other fish in the sea that are less time consuming and as a result, likely more profitable.

You are the best person to manage your territory. You are the one that ultimately has to administer your clock and business. Take a look at your book of accounts and decide if you are spending your hours in the most profitable way possible.

Thanks for reading.

Good selling.

More thoughts on dealing with difficult customers