Want to Stop Losing Clients? Ask This One Question

You did great work. You built trust. The client was happy.

And then, months later, you get the email.

They’ve decided to go in a different direction. They’re bringing it in-house. They’ve chosen someone else.

No red flags. No complaints. Just… a slow fade and a polite goodbye.

It happens all the time—not because you did something wrong, but because you stopped asking the right questions.

This blog is about one small shift that keeps you from being forgotten, sidelined, or replaced—and helps you become something more than a vendor: a partner.

Complacency Is the Silent Killer in Client Relationships

When a client first signs on, there’s momentum. Regular check-ins. Collaborative planning. Clear priorities.

But over time, the conversation quiets down. You keep doing what you’ve always done. They seem satisfied.

Then one day, they’ve moved on.

Not because you weren’t valuable, because you weren’t current.

Their goals changed. Their department changed. Their role changed.

And you didn’t ask.

The One Question That Keeps You Relevant

If you only remember one line from this post, let it be this:

“What’s changed since we last talked?” 

That’s it.

That one question will tell you:

• What they’re thinking about that they haven’t told you

• What pressures are coming down from above

• What priorities are shifting in the background

You don’t need a survey. You don’t need a full-blown strategy session.

You need one question, asked regularly, with the intent to listen and adjust.

This is what we teach inside Conversations Made Easy:

Be useful. Stay curious. And above all—be present.

Because when you’re present, you catch the shift before it costs you the relationship.

When to Ask It

You don’t need to wait for a quarterly review.

Use this question:

• In casual check-in calls

• In project updates

• As part of your follow-up after a deliverable

It doesn’t need to be formal. You can say:

“Quick check—has anything shifted on your end since we last met?”

 Or:

“Are there any new priorities I should be aware of?”

This shows leadership. It shows care.

It shows that you’re not just doing the job—you’re invested in the outcome.

Why It Works 

Most people don’t ask this because they’re afraid of what they’ll hear.

They’re afraid the client will say: “Yes, we need to change direction.”

But here’s the truth:

They’re going to say that anyway.

You can either hear it while there’s still time to respond—or after they’ve already moved on.

When you ask what’s changed, you position yourself as a partner.

Someone who’s not just here to deliver—but to adapt.

That’s how trust lasts.

That’s how you stay involved in the next conversation.

That’s how you stop being replaceable.

The Best Time to Ask Was Last Month. The Next Best Time Is Now.

If you haven’t checked in with your top clients lately, start this week.

Send three emails. Book two calls. Lead with curiosity.

“Wanted to check in and see what’s shifted on your side—goals, challenges, anything new we should be factoring in?”

You’ll be surprised what you learn. And how much opportunity is sitting right there—waiting for you to ask.

Want to Learn How to Lead Every Conversation with Confidence?

Inside Conversations Made Easy, you’ll learn:

• How to ask the right questions at the right time

• How to uncover what really matters to your clients

• How to lead sales, follow-ups, and check-ins with clarity and presence

• How to become the partner they rely on—not just another vendor

This is the system that helps you stay valuable—long after the contract is signed.

Enroll in Conversations Made Easy Today

For speaking, licensing, or team communication training, visit ChrisJenningsGroup.com.