Sales V Account Management: Why Effective Account Management is the Key to a Successful Relationship with Business Energy Customers
When it comes to the business energy sector, traditional sales approaches can overlook the importance of understanding the unique needs and goals of each customer. This is where effective account management comes in, providing a pre and post-sales function that prioritises nurturing customer relationships and providing personalised solutions. In this blog, we’ll explore why UGP’s approach to account management is far superior than a traditional pure sales approach within the UK business energy sector.
Understanding Customer Needs and Goals
One of the key advantages of account management is its focus on understanding what customers want to achieve, rather than simply trying to sell a product. This involves taking the time to listen to each customer’s individual needs and goals and providing tailored solutions that meet those specific requirements. By building a deep understanding of each customer’s unique situation, an account manager can develop a long-term relationship that goes beyond a simple sales transaction.
Direct Access to a Familiar Point of Contact
When customers have queries or issues, they want to be able to speak with someone they are familiar with, who understands their particular needs, and can handle the query on their behalf. This is where the account manager comes in, providing direct access to a knowledgeable and familiar point of contact. This is especially relevant for companies that do not have dedicated procurement people responsible for energy management.
Handling Customer Queries and Resolving Issues
Effective account management involves dealing with customer services and internal departments to resolve issues quickly and efficiently. By having a dedicated point of contact, customers can rest assured that their concerns will be addressed in a timely and professional manner.
Check-Ins with Customers
Regular check-ins with customers are an essential part of effective account management. This involves understanding both the short-term and long-term goals of each customer and providing ongoing support and guidance to help them achieve those objectives.
Data Analysis and Reporting
Account managers have access to data that can help them identify trends and patterns in a customer’s energy usage. By analysing this data and providing regular reports, account managers can help customers identify areas where they can save money and improve energy efficiency.
Contract Renewals
Account managers are responsible for managing contract renewals and ensuring that customers are getting the best possible deal. By providing ongoing support and guidance, account managers can help customers make informed decisions about their energy contracts.
In summary, effective account management is crucial in the business energy sector as it prioritises understanding the unique needs and goals of each customer. At UGP we go beyond simple sales transactions by focusing on building deep understanding and long-term relationships and we pride ourselves on our exceptional approach to account management, which has earned us a 5-star Trust Pilot score and a loyal customer base. To experience the benefits of our approach, speak to one of our account managers by calling 0800 669 6697.
