CUSTOMIZE YOUR SERVICE TO MEET THE NEEDS OF YOUR CLIENTS
Published on 7 Nov 2005 at 9:42 pm.
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If you want to know what your clients need from you, just ASK THEM! Too often we call a prospective client and give them a long list of the services we offer. The first rule of any sales training is to determine the NEEDS of the prospect. Too often we’re so busy SELLING that we forget to LISTEN. Also, even when we do LISTEN, do we really HEAR what our clients are saying?
When a client needs our assistance, he/she has a definite need. They have a staffing problem that must be solved. Often positions go unfilled for months because current employees are doubling up on their duties. The day someone threatens to quit, the position suddenly becomes a top priority. There is a definite problem that needs to be solved NOW. Rather than your usual marketing approach, try a unique presentation to uncover the NEEDS of your prospects.
Your clients are similar to your candidates in one major area. Throughout the entire time they are speaking with you they are wondering WIIFM (what’s in it for me?). Is this person going to make me look good? If they decide the answer to this question is yes, you have a new client.
