🦾 EXPOSED: The Real Reason Your Best Clients Stop Responding

Hey Insider, That "Quick catch-up call" you've been trying to schedule since October? They're having it right now – with your competitor.

Last December, I watched my "most loyal" client of three years disappear. No warning. No explanation. Just increasingly delayed responses until... silence.

By the time I figured out what happened, they'd already signed with someone else.

Let's get uncomfortably real about what's happening right now in your accounts:

The Warning Signs You're Missing

Your clients aren't "busy with year-end." They're:

• Reviewing their vendor relationships

• Planning next year's budgets

• Meeting with hungry competitors

• Making decisions about you without you

The Brutal Math of December Silence

Here's what happens when you "give them space" during the holidays:

• 67% of clients reconsider vendor relationships in Q4

• 81% of new competitor meetings happen when you're "being respectful"

• Your Q1 pipeline is bleeding out while you wait

The Real Reason They Ghost

Think it's about budget? Year-end busy-ness? Think again.

The uncomfortable truth:

1. They don't see enough value to prioritize you

2. Someone else is showing up with fresh insights

3. Your "relationship" isn't as strong as you think

The December Difference Maker

While everyone else is:

• Sending generic holiday cards

• "Respecting the season"

• Planning for January

• Writing off December"The space you give them is the space they fill with someone else."

You should be:

1. Delivering Year-End Value

   • Performance reviews

   • Success metrics

   • 2024 opportunity analysis

   • Strategic growth plans

2. Having Real Conversations

   • Budget optimization

   • Risk mitigation

   • Competitive advantages

   • Innovation opportunities

3. Setting 2024 Foundation

   • Q1 success roadmap

   • Strategic alignment

   • Value realization plans

   • Growth initiatives

The Rescue Protocol

Here's exactly what to do when you spot the warning signs:

1. The Pattern Interrupt

   • Send unexpected value

   • Share unique insight

   • Highlight hidden risks

   • Demonstrate proactive thinking

2. The Value Surge

   • Deliver 3 value touches in 8 days

   • Focus on their 2024 success

   • Bring fresh perspectives

   • Show up differently than competitors

3. The Relationship Reset

   • Acknowledge the gap

   • Take responsibility

   • Present clear value path

   • Lock in next steps

The Sales Fit Challenge 💼

This week:

1. Audit your top 5 accounts for warning signs

2. Implement the Value Surge for any at risk

3. Lock in January meetings NOW

4. Share your wins with #DecemberDifference

Your Next 24 Hours

1. List your top 10 accounts

2. Grade their engagement (A-F)

3. Start with any C or below

4. Execute Pattern Interrupt by EOD

Remember: While others wind down, you wind up.

The best time to save an account is before it needs saving. The second best time is right now.

Stay Sales Fit!

Win the Day!

Ken Lundin