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Weekly Business Development Tip
Standup And Deliver
Once the sale is complete, it’s time for you to perform. It’s time for you to do your thing. Here are some thoughts to consider when engaging new clients:
- It’s great to celebrate the winning the sale, however, the proper implementation of your deliverable far out weighs the momentary exhilaration of winning the sale in the overall scheme of things. Focus on getting the job done. Focus on helping your client obtain results.
- Strive to exceed your client’s expectations. Simply meeting expectations should no longer be acceptable.
- Don’t make any assumptions. Although you have a new client, they may still be skeptical. They are wondering if they made the right decision to hire you. You need to prove yourself.
- Focus on the details. Listen.. Listen.. Listen as your client begins to open up to you.
- Understand the organizational structure. Who has the power? Who is really running the show?
- If something doesn’t feel right, don’t be afraid to ask if there is a problem. If a client is unhappy, it’s better to know sooner than later. Don’t put your head in the sand. Don’t get caught off guard.
- Be a problem solver for your client.
- Focus on creating value immediately.
- Make sure you get paid on time. Don't allow yourself to get into the accounts receivable business. You don't work for nothing.
- Life happens. Be ready for things to change. Don't get too comfortable or lazy in a new account.
- What your client doesn't know is the very reason he/she is your client. Don't devalue your offering by allowing yourself to be pushed around in an account. Plant your feet. You are the expert!
- Don't discount your fees if additional services are requested. Once you do, it will be expected on a regular basis. Your profit will diminish rapidly.
- "Think one customer at a time and take care of each one the best way you can." – Gary Comer, founder of Lands' End
Prospecting is the lifeline of your business. Closing the sale points you in the right direction. Exceeding expectations will create business success. Don’t take your eye off the ball.
Ken Levine
Impact Business Solutions, Inc.
508-845-8849
SELL MORE BY SELLING LESS
www.impactbussolutions.com
Call toll free: 877-845-8849
