Posted by Mr. Ronald D. W. on Aug 3rd, 2010 2:04pm
Everywhere I go I hear about the ongoing search for clients in this elusive marketplace. It seems like you have to stand in line to see a potential client since everyone else is doing the exact same thing. You can develop an “edge” by developing qualities that customers like. You know most of these, but it is always good to step back and remember what it took in the past to get you to where you are now. Here are 20 techniques that will help you hold and build your present clients:
1. Be dependable, always keep your promises.
2. Develop a pleasing personality.
3. Make sure that your personal appearance is above reproach.
4. Do things that “wear well” with clients.
5. Fulfill the client’s needs; sell them only what will serve them best; in the right amount and proper quality.
6. Keep in touch with your clients. (Not only when they ask for a proposal.)
7. Here is that overworked word again—SERVICE. Too many business developers feel that once they get the order they have fulfilled their obligation. “Let the office and field do the rest of the job.” Don’t leave your future to chance…or others.
8. Confirm the buyer’s decision to buy.
9. Do point out features but more in line with benefits your clients with directly receive from the services your company does for them.
10. Tell people what they like to hear about themselves.
11. Be courteous. Embrace your clients with kindness.
12. Show your full company services.
13. Avoid discussing buyer’s dislikes.
14. Be tactful and a good listener.
15. Suggest business-building ideas.
16. Do little favors that make people like you.
17. Show and express your appreciation.
18. Don’t misrepresent or over promise on your services.
19. Do not be over insistent.
20. Be a good loser, you can’t win them all.
Have a GREAT Day Friends…
“A doctor can bury his mistakes but an architect can only advise his clients to plant vines.”
--Frank Lloyd Wright
“At our company, our Design and Construction Consulting Service Team not only helps eliminate the risks inherent in the construction process, they typically save our clients 5% - 10% on overall construction costs. They also help make sure projects come in on time.”
“All clients’ needs and expectations are vastly different.”
“I don’t build in order to have clients. I have clients in order to build.”
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