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Posts tagged ‘difficulty’

How To Convert a Client Meeting Into A Secured Client

Ok, so you’ve done the networking, and you did so well, you got someone to want to meet with you to learn more about you and your services. YAY! Don’t celebrate too soon though; before you start imagining your future together,  you have to make sure you nail that first meeting with these crucial steps, or else, the time and focus you put towards that meeting will be all for not.

Before meeting with the prospective client, do a little homework. Google them to learn as much as you can about their industry and about them as well. You may find information that will help you build  a rapport with this person. Finding that common thread will build trust and commonality-the first step in closing a deal!

Although you normally keep your smartphone no more than 3 inches away from you at all times this may be the best time for you to put that phone away. You wouldn’t interrupt a potential employer with your phone, would you? Don’t do it with a potential client either. It leaves an impression that you are not fully engaged. Securing a client should be your top priority-everything else can wait.

As much as I would love to think this person is at least 80% committed to you, chances are they’re really at more like a 50%. They can really go either way. Try to keep the conversation light, positive, and a fair give and take-almost like a first date. Ask them questions, and make eye contact; talk about your business in a way that may interest them, and do your best to find more commonality to further thread you closer together until that person is a secured client.

Lastly, a successful meeting will always lead to a second meeting-give them all the information they need to help them decide whether your business is the right fit for them, but leave the detailed specifics for the next meeting-taking you to that next step.

Good luck on securing that client!

 

Know Who Your Clients Are In The New Year-My Top Ten: Part One

We all have them. The clients who are so distinct in their personalities; in their tastes, and opinions, that we can sniff them out just by looking at them. But then there are those that are much more subtle. Who seem to be an easy walk in the park type of client, and turn into the most difficult, demanding one  you’ve ever had. Sound familiar? Well, if it doesn’t, here’s a guide to the most common types of clients and how you should approach them. Knowing this will help save you time, and effort, as well as conserving your brand from a possibly nasty review:

1.       Mr. “I Need This Done Yesterday”: Generally, these types lack time awareness and assume their larger than life ideas should be easy for you because after all, you are the ‘expert’.

Solution: Be straight forward-If you tell them upfront what you can and cannot accomplish, then their expectations will become more realistic.

2.       Mr. “Never Stops Working .Never.”: These types seem to never sleep! You receive emails at 3am, calls early Saturday morning, and expected you to work Christmas Day.

Solution: Set firm guidelines. Make it clear in your agreement what your hours of operations are; do not respond to them outside of those hours. They’ll get the hint. Eventually.

3.       Mr. “Where’d He Go? Here I Am!”: You don’t hear from your client for days, or weeks, or months. You’re given a deadline, but you can’t finish it because of their lack of communication. Once they do respond, it’s with a bombardment of requests and a deep desire to have it all done by tomorrow.

Solution: Be prepared. Set expectations for all your clients. If your process takes a week for one, then it’s a week for all. Stand firm on your expectations, and he’ll fall in line as well.

4.       Mrs. “Group Meeting”: This client can’t make any decisions on anything without conferring with her ‘people’. It could be her family, or her team at work, regardless, not even a minor decision can be made without a group meeting, leaving you with a huge time suck of a project.

Solution: Force them to have one contact person and make your deadline clear. This person will have the best view of the scope of your project, and will help keep everyone in line.

5.       Mr. “I Changed My Mind”: Oh, these are fun! They’re a dream client until you’re done with your project, then they decide they want to go in a different direction entirely.

Solution: Make it clear in the beginning that any changes will incur additional costs if what they are asking for is above and beyond the scope of the original project.

 

 

*Have you encountered these types of clients and want to know how to make your website and your business more clear and succinct to avoid these types of scenarios? Contact me for a personalized consultation!

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