Is the Client Right for You?

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Here’s the thing

As a professional services provider you have to be able to walk away from a prospect if the situation is not right for you.

In this market. Are you crazy?

I assure you, I’m not. The reason you need to be selective in your choice of clients is because what you do for a living takes a LOT of energy. Clients either increase or drain your energy.

A client who is not right for you can deplete your energy in all aspects of your business. You can end up spending much more time than you planned putting out fires that keep cropping up. You may start to doubt yourself or the value of your services. This can lead to action paralysis which, for the business owner, is akin to getting the plague.

Great clients are a source of continued energy. This is the sweet spot that will keep you in business for a long time.

How to know if the client is right for you

  1. You share the same values
  2. They demonstrate integrity during the prospecting phase
  3. They are transparent about what they want to achieve
  4. They want and need what you are offering
  5. They have money to pay for your services
  6. They are emotionally mature

Trust your gut

Some people have a built-in radar that guides them, letting them know when to steer away from something or someone. If you weren’t born with this kind of internal navigation system, you can develop it. Just pay attention to the clues you are receiving and learn to identify when you are experiencing stars-in-your-eyes syndrome. That’s when the opportunity looks so good you’ll do almost anything to get it.

Trust your gut and protect your energy. You will end up with a much happier situation for yourself and a much more satisfied client.

Filed Under: Build Your Business, Get More Clients, Professional and Personal Success

Stop Selling

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Most people in professional services don’t like selling.

Perhaps this is you.  You love working with clients but feel inauthentic trying to persuade someone to hire you.  What’s the answer?  Stop trying to sell.  What to do instead?  Have a conversation.

Try this the next time you meet with a prospect:  Ask where they are now and where they want to get to.  Then ask what’s kept them from getting where they want to go.  Make sure to listen carefully and replay what you’ve heard (clarifies and builds trust).

If you can help them, say so.  Explain your services.  Allow them some time to absorb what you’ve told them.

Let them ask questions.  Answer as if you were already working together.  Speak in terms of benefits and solutions.

If you’ve made a strong connection you may never have to ask for ‘the order’.  The prospect may ask, “How do we get started?” or “What are the next steps?” If they don’t, simply ask if they are interested in working together and, if so, which of your services (or programs) they would like.

Note to consultants who deliver via engagements:  Ask if you could present them with a  Consultants Statement of Work (the specifics of what you will deliver, how, and much more).  If they agree, tell them when you will have it prepared (24-48 hours, for example) and set up a time to meet again so that you can walk them through it with the intention to leave that meeting with a signed agreement!

 

Filed Under: Get More Clients, How to Sell Consulting Services

5 Simple Rules for Relationship (Building) Marketing

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Question:  What is relationship marketing?

Answer:  Developing a real relationship with someone.

Prospects are people too.  You are someone’s prospect or client.  I’ll bet you like to get to know someone before you buy from him/her.

Here are my 5 simple rules for relationship marketing:

1 – Be respectful.  You can’t fake respect for others.  People see through it.  Don’t you?

2 – Be useful.  Help others with information, resources and tips they can use.  Connect people in your network.  Give a referral.

3 – Be brief.  Review what you’ve written and remove words, sentences or paragraphs that don’t support the core message.

4 – Be deep.  Keep expanding your knowledge in your area of expertise.  Study the best resources and share what you learn with your audience.

5 – Be kind.  My grandmother always to said, “You catch more flies with honey than with vinegar”.  She was right.

These rules apply for in person, online and social media marketing activity.

Sometimes simple is best.

 

Filed Under: Get More Clients, How to Sell Consulting Services

Are We Right for Each Other?

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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.

 

Filed Under: Get More Clients

Do Your Clients Feel the Love?

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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.

Filed Under: Get More Clients
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