Client Relationships
In the blog today, I am going to discuss effective ways of establishing strong client relationships. Client relationships are important for a number of reasons. To start, strong client relationships can lead to better business. These relationships make business better because the influence better sales, client loyalty, positive word-of-mouth, and they increase opportunities to make new connections. Continuous, strong, relationships will help a business out in the long run, so it is essential for business leaders to follow these tips below.
The first tip is to put yourself in the clients shoes. First, however, one must understand the differences of hope and fear in hopeful clients and consultants. This will allow the person to be more empathetic towards the client. It will be hard to empathize with someone who has mixed emotions about you, but it is the essential starting point to building a client relationship. I do this in a different sense. I put myself in others shoes when I meet someone new or I am faced with a tough task, like an argument. I have not tried this in the business setting yet, but I am sure I will down the road.
Secondly, you should find out what a real win looks like in the eyes of your client. To do this, one needs to follow a process recommended in the book The Geek Leader’s Handbook by Paul Glen. This process recommends that you first explain to the client that you want to gain a stronger incite of the project. Upon doing this go on to ask a series of questions about the project, like “Who will benefit most from this project?” or “Is this project solving part of a bigger problem?” After doing all of this, display what you found about the priorities to the client so he or she can agree or disagree. The end result will allow you to know just who you are working with and if a relationship is going to last. Personally, I see this as a test of strength and loyalty. I have no experience with this, but it sure sounds like a test to test the clients compatibility with the company.
Thirdly, it is important to show your client how committed you are to helping them and making their experience well worth while. One should expire their own desire to work with and tend to some of the client’s deepest needs. Emotion plays a big role in this. Clients do not want to see you act without passion. They was to see you filled with passion as you try to help them. Also, do not think logically, think emotionally. If they can sense that you are truly being compassionate and personable, they will put more trust in you and see you as a helpful person. I see this often when my family’s insurance representative meets with us. He always asks us personal questions and tries to relate with us emotionally. It works. He has been around forever it seems, so our relationship is very strong.
Finally, you need to deliver everything you promised to the client and more. This is the real test in the client’s eyes. They are testing you to see how trustworthy and responsible you are. It is important to not let them down. One mistake here could be crucial.
Conclusively, it is very important to gain clients, but more importantly, keep clients. Holding good relationships with clients can lead to long term benefits, like better sales positive word-of-mouth for your business. Gaining clients is a process, so it is important to follow the tips above in order to maintain and execute that process.