ARV Connect & Grow
Start free
Subscribe
Sales Skills / Keep Customers and Win Referrals / Lesson 27
LESSON 27 · KEEP CUSTOMERS AND WIN REFERRALS

Renewals Without Panic

Practical ways to handle renewals without panic, starting early and showing value.

Renewals start on day one. Prepare early and calmly.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from The Little Red Book of Selling (Jeffrey Gitomer), Never Eat Alone (Keith Ferrazzi), Raving Fans (Ken Blanchard and Sheldon Bowles), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Renewals start on day one
TIP 1

Renewals start on day one

Delivering value all year makes renewal a natural step rather than a battle.

TRY THIS
Plan it.
Photo for the tip: List all renewal dates
TIP 2

List all renewal dates

Never miss one, since surprises cost trust.

TRY THIS
Calendar them.
Photo for the tip: Start the conversation ninety days early
TIP 3

Start the conversation ninety days early

Early talks are calmer and leave time to fix any issues.

TRY THIS
Set reminders.
Photo for the tip: Prepare a results summary
TIP 4

Prepare a results summary

Evidence of value makes renewal easy.

TRY THIS
Gather facts.
Photo for the tip: Book a personal review
TIP 5

Book a personal review

A conversation, not just an invoice, shows you care.

TRY THIS
Schedule it.
Photo for the tip: Ask what you could improve
TIP 6

Ask what you could improve

Listening wins loyalty and gives you ideas.

TRY THIS
Ask openly.
Photo for the tip: Offer a loyalty benefit
TIP 7

Offer a loyalty benefit

A fair reward for staying shows appreciation.

TRY THIS
Consider it.
Photo for the tip: Renewals depend on value
TIP 8

Renewals depend on value

Show results all year.

TRY THIS
Track.
Photo for the tip: List renewal dates
TIP 9

List renewal dates

Never miss one.

TRY THIS
Calendar.
Photo for the tip: Start ninety days before
TIP 10

Start ninety days before

Calm and early.

TRY THIS
Plan.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

VALUE

“Here is what we achieved this year.”

PLAN

“Shall we talk about next year?”

EARLY

“I wanted to start the conversation early.”

CHECK

“What would you like to change?”

OFFER

“Here is a loyalty option.”

THANKS

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
List renewal dates
DAY 2
Start ninety days before
DAY 3
Prepare a results summary
DAY 4
Book a review
DAY 5
Discuss changes
DAY 6
Confirm in writing
DAY 7
Review

Further reading

  • The Little Red Book of Selling (Jeffrey Gitomer)
  • Never Eat Alone (Keith Ferrazzi)
  • Raving Fans (Ken Blanchard and Sheldon Bowles)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

← All Keep Customers and Win Referrals lessons
Next lesson: Celebrate Customer Anniversaries →

More lessons in “Keep Customers and Win Referrals”

Keep going. Small steps every day make a big change.

← Previous: Find the Next Department or BranchNext: Celebrate Customer Anniversaries →

  1. Why Most Sales Are Lost in the Follow-Up
  2. Follow Up Within 24 Hours
  3. The Five-Touch Follow-Up Plan
  4. Give Value in Every Message
  5. Use Phone, Email and Messages Together
  6. Say "I Am Checking In" Better
  7. Follow Up With a Helpful Link or Idea
  8. Under-Promise, Over-Deliver
  9. Respond Faster Than Expected
  10. Surprise Them With a Small Gift
  11. Remember Birthdays and Milestones
  12. Handwritten Notes Still Win
  13. Make Onboarding Easy
  14. Fix Problems Before They Notice
  15. Listen First, Fix Second
  16. Say Sorry Without Excuses
  17. Offer a Solution, Not a Speech
  18. Follow Up After the Fix
  19. Learn From Every Complaint
  20. Turn a Bad Review Into a Good Story
  21. Know When to Escalate
  22. Review Accounts Every Quarter
  23. Ask "What Else Could Help?"
  24. The Gentle Upsell
  25. Cross-Sell With Care
  26. Find the Next Department or Branch
  27. Renewals Without Panic
  28. Celebrate Customer Anniversaries
  29. Ask at the Moment of Joy
  30. A Simple Referral Script
  31. Give Customers an Easy Way to Share
  32. Thank Referrers Beautifully
  33. Referral Partnerships
  34. Collect Reviews the Right Way
  35. Build a Personal Brand
  36. Keep Learning Every Year
  37. Protect Your Reputation
  38. Balance Work and Life
  39. Teach Others What You Know
  40. Your Ten-Year Selling Plan
Scroll to Top