Have you ever wondered what the main ingredients are for more consistent success in growing sales and relationships with your customers. This slide deck introduces you to the 4 Pillar guide which sits within the Key Account Hack client growth framework. Take a moment consume the information and take action. Happy to support where I can. look me up at www.jermaineedwards.com or email me personally at jedwards@jermaineedwards.com

2. Key Account Management is all about three areas of
engagement with your customers: Relational,
Strategic and Tactical.
To get great sales and relationship results from your
key clients in these areas you need a proven
framework. A framework that offers a simple process
that assists you and your team’s conversations with
your high-value customers. You also need it to be
easily taught, shared and integrated in your
business.
The Key Account Hack 4 Pillar Framework will help
move you there. But first let me explain what I mean
by Relational, Strategic and Tactical engagement.

3. Many miss this in account management. We’re told we need to
build relationships, which is critical to customer success. But what
does that actually look like? How will you know things are working?
What will you use to build those connections, amplify trust and
deepen those relationships important to you? We look at this as 4
Pillars, which is part of the 8 Step Key Account Hack System.
Relational engagement
Your ability to connect with your clients and
deepen trust & influence.

4. Make specific plans and expectations with your client on how
you’ll work best together. This includes your business growth
goals and making power connections with key influencers or
stakeholders. Have a clear map for success that is built with the
customer in mind and is future focused. We look at this in the 4
pillars which is part of the 8 Step Key Account Hack System.
Strategic Engagement
Your ability to align your and your customer’s goals to
one or multiple mutually beneficial outcomes.

5. What are the tactical implications of every strategy or plan set
with your client and internally with your business? This can
include how you decide to build relationships, how you align
the rest of your internal departments to support customer
success or how you execute growth goal promises with your
board and account management team. We look at this in the 4
pillars which is part of the 8 Step Key Account Hack System.
Tactical engagement
Your ability to deliver on the right things to win
consistently.

6. 4 pillars to great
customer sales and
relationship growth

7. The ability to Amplify Trust
The ability to Reduce Risk
The ability to Make Power connections
The ability to Create value that matters
Key Account Hack - 4 Pillar Guide
Helps you to think about four tactical principles you need to apply
when delivering across each of the 3 engagement areas.

9. Look at intentional strategies to build trust on a weekly
basis. This will allow you to build your relational influence
faster. Look for ways to over deliver, fulfil on promises and
demonstrate your understanding of your clients’ needs. Set
small tasks each week to share with your client and do this
consistently. You’ll notice over a short space of time your
client will come to you with additional queries and updates
just by compulsion to reciprocate, because you’ve worked
on trust.
Amplify Trust

11. Your ability to reduce the perception of risk of your product or
service is critical. It will determine the consistency of your
success and, ultimately, the length of the sales cycle. You’ve
got to turn potential internal worry into external movement of
the sale. Create risk removers. You could bring in a customer
who has benefited from the work you’re pitching into your
sales conversation. Or you could break down the buying
process into smaller incremental chunks. This allows you to
keep movement through smaller commitments.
Reduce Risk

12. COLLATE
GET THE DATA AND BUILD THE TEAM

13. It’s said that it’s the people you know that make the
difference. I want to add to that. It’s the process you use to
connect with the right people. It’s also how you’re perceived
in that process that makes the biggest difference. You need
to have a plan, be intentional and be someone they want to
connect with. Get to know those people most important to
your main contact. Share something of value for a contact
they name that will get you visibility with that person or
group. For more info check out my Stakeholder Guide slide
share.
Make Power Connections

15. Perceived value isn’t static. It’s a moving entity that exists in
the context of your client’s monthly and weekly activity. The
key is to learn how to respond to value so that you
consistently deliver on expectations and create new
opportunities. Every month ask the question, “What one
thing could help my client get more value from my product or
service than they did last month?” You may not fulfil this
every time, but it forces you to think of your customer first
and discover what might be most helpful for them.
Create value that matters

16. The ability to Amplify Trust
The ability to Reduce Risk
The ability to Make Power connections
The ability to Create value that matters
Key Account Hack - 4 Step Pillar Guide

18. Click below on the icon to get free access to
the 4 Pillar Info graph resource from the
upcoming Key Account Hack book
If you have any problems
downloading simply send me
an email to
support@keyaccounthack.com
and ensure you get the
resources the same day

19. For more information on
the full Key Account Hack
System and the upcoming
book
Click the book to your left
and pre-order to be one of
50 people to get a FREE
copy on the 25th January
2016

20. Founder and CEO
Key Account Hack System
Jermaine Edwards
@Twitter_Jsaedwards
www.jermaineedwards.com