What to do when you meet the customer for the 1st time- Create a list of questions that ask the customer about how to grow their business.
- Have ideas on how your product will expand their business.
- Don't talk about yourself.
- Become ignorant. You may know everything about a client's business. Ask questions and let the customer tell you about their business.
- Always ask the customer to do something.
- Even on a phone meeting. Email something for the client to look at besides the phone.
- If you don't have the answer, its O.K. This gives you an opportunity to contact the customer again with answers to the questions.
Clients expect you to show them the money. Show them the ROI.
With any product, developing a ROI accomplishes two objectives:
- Determines if the product you sell is worth the money clients will pay.
- Shows the client how much money they will make by using your product.
To create an effective ROI understand the following:
- Who your client's customers are.
- Which markets your client is currently in.
- New markets your client can be the first in.
- Where the revenue is made for your client.
- Who is the competition and what is their weakness.
B2B relationships center on increasing market share and growing business.
IF:
- Your numbers are accurate and show a profitable strategy, and
- The client believes you can expand their business, and
- You understand and want to help clients meet their goals;
The signed contract is well on its way into your inbox.
<><><><><><><><><><><><><><><><><><><><><>Client meetings 101: Business First.
Whenever you are meeting with a client, pre or post sale always have:
- A definite time length for the meeting
- A plan (with flexibility) for the meeting
- Questions to ask
- Answers to previous questions
- New information for the client
- An understanding of the clients industry and how you can expand their share of it
- An interesting article to send to everyone after the call
Key things to do:
- Start the call with a positive attitude even if the call is about a problem.
- Talk less: Calls need to be about the client.
- Write more: Take hand written notes (Old school but effective)
- Listen by asking questions
- Work to make your clients successful and you'll be successful.
Key things not to do:
- Don’t fill the call with non business conversation. Knowing your client is important, very important; but the respect you earn by getting down to work builds a solid business relationship quickly.
- Don’t walk around a problem if the client perceives there is one. If the call is about a problem, the client wants it addressed. Address the problem quickly. You may not have an immediate answer for them, but work on finding the solution.
- End the call when objectives are met. If you are able to address a problem or create a solution in the first 5 minutes of a 30 minute call, end the call and go solve the problem.
Follow Up:
- Within 36 hours, send a summary email / letter about the meeting. Include articles or information that benefit the client.
- Get the information they needed or a time frame on resolving the issues.
- Send follow up questions. Let them know you think of them.
Clients like when you have a plan. Lead the charge for their business.
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CONTACTING THE CEO TO GET BUSINESS
Couple things here:
Don't send useless information to the CEO. This will get you marked as a spammer.
Additionally, send a snail mail letter to the CEO with the same information in you email.
Read "How to become a rainmaker" by Jeffery J. Fox to know how to write a letter that gets you in the door for a meeting.
Don't try to sell anything in your letter. Only ask for a meeting.
Here is a sample letter to send to the CEO:
<><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><>
Dear [Client Name]: Based on experience with similar clients, [Company Name] can save you at least $96,000.00 annually in the costs of acquiring, aggregating, and verifying real estate property data for the State of Florida. Your key cost advantages are: 10% Reduction in tax penalties for loans service Accurate tax data for all 67 Florida counties to allow for market expansion 10% reduction in programming costs with standard format for all Florida counties Fixed annual expense for purchasing data 8% - 15% reduction in labor costs for manual research of tax information 15% reduction in administration costs by using a single vendor for Florida data It will take less than 20 minutes to show you how you can recapture $96,000.00 of lost revenue. Would you be available [DATE] to speak about implementing the cost savings and revenue increase strategy? Let me know what you think. Sincerely, <><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><>
Try this and see if it works.
