Nếu khách hàng của bạn rời khỏi tức giận, ông sẽ nói với mọi người khác trong cộng đồng của bạn. Tại sao không sắp xếp cho khách hàng không đủ tiêu chuẩn để đáp ứng với một chuyên nghiệp có thể phục vụ nhu cầu của khách hàng cũng? | The R Word Conclusion What are you doing to improve your prospect s perceptions of your value A well-managed firm increases a client s confidence and comfort. Trust and relationships are key. You can build these by implementing a policy to improve your response time and by increasing the friendliness to and personal treatment of each client. I Doing the Needs to Wants 4v Two-Step by Charles Flood Step One Knowing the Why and the How Is What You Are Trained to Do Before you start any engagement ask yourself Why did they really come to me Exposing the client s why behind your solution is how you build a client s transactional needs into high-impact wants. There is a difference between preparing an audit and preparing that same audit with a strategic planning offer letter attached based on an analysis of the audit results for the client. The audit shows where the business is today while the letter offers a vision for the future. It highlights the needs of the com- Charles Flood is a consultant for The Rainmaker Academy. 93 101 Marketing Strategies pany for the management team and it helps the client focus on their wants and creates an opportunity to realize a greater return on your investment of wisdom and time. Management guru Steven Covey tells us to begin with the end in mind. We want our clients to understand what it is they really want when they come to us with a simple need. Remember your clients want you to help them meet their needs. They come prepared to tell you what they want. Are you really listening to your clients Step Two Add Two Emotionally Driven Ego Questions Asking Why do you want this or What is the worst that can happen if you don t do this help the client to build a deeper personal understanding of the value you bring to the process. Conclusion Understanding the prospects or clients needs and wants helps them better understand the value of your services. When you give your client what they really want they will want more in the future. In the end
