I know some of this stuff is common sense but I'm curious to get all of your thoughts and what you would add to this list...
1.) Use the client’s name and use it often.
2.) When a client asks you a price question give them a price answer.
3.) Talk through your company’s/product/services’ shortcomings
a. This lowers expectations and solidifies you as “trustworthy”
4.) Go out of your way to represent the client, especially when they are dealing with other members of your company, always make the client feel that you are on their side, even if you must open a backchannel to do so.
5.) Be prepared to set next steps and follow-up regularly (I like at least quarterly)
a. Don’t be afraid to ASK THEM, “What would you like to see for next steps?”
6.) Show more interest in THEIR processes, projects, etc. and show less interest in closing a “sale”
7.) Ask them directly for referrals, and make sure to ask them permission to name drop.
a. It is also perfectly okay to ask them to literally introduce you.
b. This one is assuming you have actually delivered for them successfully.
8.) Take good CRM notes and use them to summarize the discussion for your next meeting.
a. This is SO EASY to do, and almost no one actually does it, but I can assure you that it not only impresses clients, but it refreshes their memory too.
9.) If you feel like you’re reaching out too much you probably are. If you’re being ghosted they are probably just busy, give them a few weeks, even a few months, then follow back up.
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