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E-ssential
Message # 018:
Are you giving your clients 'lunch bag let-down'?
Have you ever had a client call you after they get a follow-up from you and tell you, “This is bang on! Can we schedule time to go forward and set a workplan?”
Business coach Steve Walmsley surprised me one day when he told me, "Clients tell us too often they get 'lunch-bag let-down'. You have a great meeting where expectations are set and there's a level of commitment, but then there's no follow-up. Or, if there is follow-up, it's usually dry and focused on selling, or it doesn't engage the client in the solution."
So the first take-away from this E-ssential Message is to absolutely make sure you follow up -- but you probably already know that. The great insight that I got out of my conversation with Steve was how to make the follow-up more than just a follow-up. In other words, how to get a call-back from the client who wants to move forward, now!
After coaching professionals across North American for over 24 years, and studying best practices in selling and managing client relationships, Steve's observations are that top performers set themselves apart from everyone else by including 5 essential elements in their follow-ups:
- They specifically address the business plan goals and strategic objectives
- They show how the work relates to the client's culture, values and pet priorities
- They leverage their special insights and personality
- They demonstrate their commitment to help first, get paid second
- They really mean it -- their sincerity shows
So next time you have a great meeting with a client or prospect, use these five essentials of follow-up. And instead of giving your client 'lunch-bag let-down', you'll be doing what other top performers do -- developing stronger client relationships that lead to more business!
FYI:
If you're a consultant, advisor, independent professional or emerging company who is tired of pushing so hard to get sales – and you're ready to learn a better way to differentiate, position and brand yourself, we can help. As expert copywriters, we can help you get the clarity you need and the business you want. That's what the Essential Message is all about. For information about our workshops, coaching, copywriting and consulting services, or booking me to speak at your event, please call 416 534-4766 or link to www.EssentialMessage.com.
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