If I asked you this question would you be able to answer it: Who is your ideal client?

Why do I ask? Because your ideal clients will appreciate what you do.  You will be at your best when you work with them.

How do you figure out who your ideal client is? Ask yourself:

1. Who have I worked well with in the past? It could be a client, a colleague, team member or boss. What were his/her characteristics? Be as specific as you can.
2. Who can afford my services?
3. Who can refer me after I’ve done a fabulous job for them? (This last one is not absolutely necessary – but remember – we’re talking about building your business and referrals are like gold).

Remember… clients are people too… You want to work with those people/clients who bring out the absolute best in you.

One of the most important jobs you have as a small business owner is to make sure your clients feel loved.  It’s not just a nice thing to do – it’s smart business.

In large consulting firms a senior person is always assigned to key clients.  Their job is to make sure the client feels the love.  Well, they may not say it that way – but you know what I mean.  The client has to feel he/she is important to the firm.  Otherwise what’s to keep them from taking their business elsewhere?

Your clients are just as important to your business so let’s look at 5 easy ways to make sure they feel the love from you:

1- Send a handwritten note to say thanks for being a great client.  Simple but effective.  When is the last time you got something in the mail besides a bill?

2- Check in on a regular basis with anyone using one of your products or services.   A quick, “Just wondering how things are going.  Do you have any questions?”  is fine.

3- Give something extra.  I’m not talking about the “bonus” at the end of most offerings.  I mean, think of something you can do, and do that.  It doesn’t have to be big.  I often simply stay on the call a bit longer than scheduled with my clients.  They always see this as a gift and appreciate it – although I usually do it because I’m so wrapped up in what we’re working on.

4- Connect them to someone in your network.

5- Send information they can use like a link to an article or a blog post that is particularly pertinent.  Google Alerts is perfect for this.

Your clients are the backbone of your business.

Make sure they know it.

How do you do what you do?

Top professional service providers rely on their signature methodology to answer this question and build instant credibility.

Let’s look at an example of a high level methodology for a management consultant.

Phase I Assess:  Conduct targeted interviews and fact-finding sessions.  Collect background material from client and other applicable resources.

Phase 2 Report:  Synthesize what you’ve learned, build conclusions, report findings with recommended course of action.

Phase 3 Plan:  Create detailed plan to transform from the current to the future state.  Include resources, timelines, deliverables, communication plan, governance, issues and risk management, and success criteria.

Phase 4 Implement:  Do the work in the plan and manage the project/program/engagement.

Phase 5 Monitor:  Set up regularly scheduled reviews and ongoing check points.  Adjust as required.

Each phase is then broken down into greater detail and includes all the tools, templates and processes needed to do the phase.

Having a well defined methodology has many benefits.  It shows that:

1) You know exactly what you are doing

2) You can estimate well because of #1

3) You are not making things up on the fly

4) You have a base from which to customize engagements when necessary

5) You are distinct in your approach

6) You are organized and thorough

7) You understand consulting at a deep level

Ready for more tips on how to build your world-class business?