While Account Managers supports customers on completing business objectives by delivering customized solutions and implementation on time, they should also focus on the personal driven and projects of their customers and how support to achieve them.
According to the American Management Association, AMA, 68% of customer leaving business with a company blame on the poor relationship and treatment received. Some companies indicate they lose deals because ¨their competitors have established a better relationship with their customer¨.
Developing communication skills, asking appropriate questions and taking the time to listen customer can reveal their priorities and motivations. Try to find links and common conection with customer, so in this way you will really enjoy spending time with them cause some of their hobbies, ideas, and projects could be same as yours.
Therefore, a successful account manager develop and keep relationship with all key contacts on customer sales cycle process even beyond profesional limits and interests. The closer you are to your customer, the better chances of getting continuos business and support.