At what level do your client prospects enjoy working with you?
It's not that your clients don't care. They are busy doing their work. Unless you have value to offer you are just one of the hundred distractions that day. Keeping your clients attention even after they make a purchase is a privilege earned.
Many projects and contracts are months and years in the making. From the time of the initial client meeting to the time they sign your contract can be many meetings, conference calls and follow up emails.
1. You must be able to communicate over time how well your product or service solves the clients need.
2. You need to maintain access to your client's time so they can hear your story.
3. You need to be perceived as some level of expert on your own product or service and industry.
I had a recent conversation with a friend who routinely makes large purchases for their organization. I asked, "So how do you decide on which vendor to select when all things appear to be equal? Many companies will price match and throw in extra services for a large project. What is the tipping point for you when the vendors and services are equal?" The answer, of course, is the relationship with a particular person.
Fostering loyalty and strengthening relationships with clients is part of the selling process. Knowing about their family, hobbies and interests makes the relationship more enjoyable for you and your client. Being able to send a gift to celebrate a client's new addition to their family like a baby or new pet does add value. Adding interest and a bit of fun to meetings can go a long way come decision time.
It's all the tiny little things we do along the way that make a difference to our clients. I often ask clients why they selected us after the contract is signed and am surprised by the answers I receive. Some small thing made all the difference to the client and was not small to them at all.
At Imaginar Gifts we help our clients stand above their competition with quality communication opportunities and custom marketing campaigns. Our Gifting Programs allow you to register one important client or service a national key account strategy.
Getting started is easy! Send us an email at contactus@imaginargifts.com and let us know when you would be available for a call with one of our consultants for more details. Or give us a call toll free at 877-480-4774.
We take care of all the details for you. Stay focused on the results of your relationships!