Michael A Cassar
Be at One With Your Clients
In the last post we started our series on catching big clients, that will sustain your business over the long run. Today we’re going to take that a step further by talking about how to understand and think like a big potential client and how that can help you plan your approach and find success.
Before you can start the process of landing big clients, you have to make sure your entire team is on board with your approach and vision. There are six keys to finding big client success. They are:
First Impression: You must remember you have one shot to land a big client. If you make a mistake, they aren’t going to consider you again. Never give them a reason to doubt your abilities.
First Priority: Your client must always feel like they are your first priority. Returns calls, and emails immediately and find solutions to their problems or questions as quickly as possible.
Flexible: You need to be flexible in your negotiations. If you need to modify a service or customize a product, say yes, it will benefit you in the long term. A little hassle now may be a big pay off later.
This follows on from the previous point to some extent. As you are approaching and negotiating with a potential big client you need to think about the long term benefits for your business. If you go for a one-time big score you will lose their interest.
Have Fun: Work should be fun, even when trying to land big clients. In fact, this should be the most fun. You are sharing your vision with new people and including them in your future success and likewise. People simply work better in a fun, happy environment. Your passion will also be contagious and pull client's into your vision even more.
Help Them: If you take just a little bit of time and offer your clients ways to save money or time by introducing them to potential business partners, this will show you really are invested and interested in their business. Strive to find balance between your business needs and your client’s needs.
There are also a few tactics you can use to bring in a big-client vision to the people on your team. You can:
· Post these six keys for all to see.
· Put together a performance-based incentive program.
· Conduct frequent team meetings.
· Use a “right now” policy that dictates all client calls be answered immediately.
· Offer awards/recognition for big-client ideas and executions.
· Put together a training and certification program based on the six keys above.
These 6 keys and tips will help you instill a big-client mindset through your company which will help you be more prepared and more likely to land your new client. Once your team is thinking this way, you’ll be unstoppable.
If you need help putting together an incentive program or other way to push your team toward the big-client mindset, try our FREE test drive to access to our E-Learning Business Development System. or check out our resources and tools.