Chapter 3

Is the account loyal, or just one contact?

Khách thân với tôi, hay chỉ một người thân với tôi?

The chapter's question

What if my main contact quits tomorrow?

Big idea

An account that hangs on one person hangs on that person's resignation letter.

In this chapter

  1. Part 3.1

    Counting Contacts

    How many contactable people does each of my accounts have?

  2. Part 3.2

    Asking for an Introduction

    What do I say to ask my main contact to introduce a second person?

  3. Part 3.3

    When the Contact Leaves

    In the first week after my contact leaves, what do I do first?

  4. Part 3.4

    A New Face in the Old Seat

    What does the replacement need to hear in our first meeting?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Signer and the User is free to read right here.

Read in Conan School

Chapters of The Signer and the User

  1. 1.Who is my customer inside this account, really?
  2. 2.Does the org chart show who is on my side?
  3. 3.Is the account loyal, or just one contact?
  4. 4.Does the signer even care about the product?
  5. 5.Is the loudest critic really the biggest risk?