As a consultant you want your clients to call upon you. To see you as their trusted resource and advisor. Yet here we are, in a day and age where there is more competition, more options, more distractions all reaching to get a piece of our clients’ attention.
What can you do about this?
1) Create more value for clients and
2) Become irreplaceable.
In this article I’m going to share with you eight steps you can take to become and then remain the top resource and advisor to your clients.
The best way to understand clients better is to ask them deep and meaningful questions and let them talk. Truly listen to their responses.
1. Understand Them Better
How close are you listening? Are you really taking the time necessary to validate your thoughts about your clients? As consultants we often think we know what our clients want, what they are thinking, and so on.
Often, however, this isn’t the case. The best way to understand clients better is to ask them deep and meaningful questions and let them talk. Truly listen to their responses.
When we do this with enough clients we start to see what common threads our clients share. And what unique characteristics, wants and desires they each have. This is all valuable information that helps us to serve our clients better and become irreplaceable.
2. Serve Them Better
When you create mindset of serving your clients you’ll always have their interests in mind. This is a critical shift to make in your thinking.
Client relationships aren’t about a transaction, they are about serving, helping, and benefiting our client in all ways possible.
That doesn’t matter. What does matter is that when you know what they are working towards you can help them and support them to achieve that goal.
When you take this to heart and embrace it your interactions and actions with clients will change. You’ll be more focused on them and their needs. You’ll want to support them at a deeper level and find yourself becoming more committed to them.
Clients sense this shift. They see the change and they appreciate it.
3. Provide Better Experiences
Every business has great opportunity to provide its customers with more memorable experiences. What are you doing to create those unforgettable experiences?
This can be as simple as sending a hand-written card or a box of chocolates. It might mean you send them a hat or jersey of their favorite sports team. Or take them out to a show or a unique restaurant.
The more relevant content you put out the more your client will see you as the expert. You will maintain that top of mind position.
The list is endless. Any experience that is different, that your client likely won’t expect, yet will truly treasure and enjoy is an opportunity.
Another area experiences apply is in your communications. Do you respond quickly? Do you follow through on your word and do exactly what you say you are going to do? Because so many people don’t, it can become your advantage when you do. Continue Reading