I dont like to go in and run diagnostics on their systems and use automated tools to get people to buy stuff. I like to sit down and talk to the business owner and ask him /her what their business plans are for the new year.
We at evolve IT - www.evolveit.com.au - take a business approach and we do not sell anything. We like to take a business approach to our clients, using IT as a tool to meet business goals, enhance strength and minimise weaknesses and threats to the business ongoing.
In doing my planning meetings one thing has become clear - not many people are doing this.
This is crazy if you ask me. How can you expect your clients to come to your for help if you clearly dont have a clue how they are going, what their plans are, or what they are wanting to achieve in the new year?
The way that I do this is very simple.
Book a meeting with the client and tell them that you want to talk about their business and plans for the next year. This is all you want to do - dont go in talking technical. Our clients really appreciate the fact that we don't attempt to blow them away with technical jargon. If you speak to your clients as people, no matter your industry, then they will appreciate you for treating them that way.
Before you go to the meeting be informed: check the web and see if your client has made any announcements, aquisitions, forged into any new markets, or had financial troubles. You are there to find out more about their business, so you should at least know a little about them to help nurture the conversation in the meeting. It's like a dinner party - it's easier to talk about somethng that two people have knowledge on than just to have one person talking at the other.
When you get in there just chat with them. Our clients love the fact that we are interested and informed about their business. This is sincerity. If you are not going to take a vested interest in your clients wellbeing then do not do this. You are not here to sell to the client - this is a value add, a bonus for your clients to deal with you because you sincerely care about how their business is going to perform in the next 12 months. Keep the conversation cetered around goals, issues, strengths, weaknesses.
Listen to your clients! This is imperitive because you are not there to tell them about your business, you are there to listen about their business. Too many times people go into these meetings and, with the intention of selling something, they don't listen to the client and therefore don't get any useful information out of the meeting.
Now create a document which displays your understanding of the client and give suggestions on how you can help them. Many companies will include a proposal in this document. This is insincere and not tollerated. The purpose of this meeting is to help the client - not get their money.
I find a simple SWOT analysis can help here. Keep it simple and identify ways you can help them.
Now it's up to you to work with the client to ensure that they are staying on track with their goals, building on their strengths and minimising weaknesses in the business.
I think businesses should be doing this every 6-12 months with their clients and truly taking an interest in the goings on of the businesses. If you understand your clients then they will work with you and use your services whenever the need arises.
Of course you want to get any business from this client in the future - be it IT, booking a venue, selling a pump or servicing their fleet, however this will come if you genuinely want to work with clients to improve their businesses. The average business owner can smell a salesman from a mile away. This is why we dont sell at Evolve IT. Our performance speaks for itself, and with this added bonus of a business partner to talk to about Strategic Direction we hope (not expect) that our clients will reciprocate when they have needs that we can service.
So have a think about this - give a little and you will get a lot in return!
Merry Christmas!
Mark
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