Let Your Clients Know What Other Solutions Your Offer

One of the sorriest days we can have, is when a really loyal client purchases services from another firm, services that you can provide, and have provided successfully. The client just assumed that you didn't provide that type of service.

Far too often, we are viewed by clients as only being able to perform the services we are currently providing. We have become, "pidgeon-holed," or as they say in Hollywood, you've been "type-cast." Make sure your clients know what services you perform and solutions you can offer. You do not want to be pegged as a consultant who does "X" if you are capable of doing "X, Y and Z."

This is particularly important in your work with new clients. Inform them of all of the different services that you can provide. Do it formally or informally. But let them know. Of course, you need to be subtle in presenting your other skills. And, you must not overstate what you can do.

Here are 3 ways to let them know:

  1. One simple technique is have some case studies or whitepapers available to send to the client.
  2. Another technique is talk about a client who had some similar needs and how you went about resolving them.
  3. And finally of course, is ask the client if you can have 10 minutes just to walk through a PowerPoint Deck of your services.

Of course you'd better be ready to explain right away that this is only a 3 to 5 pager deck, and it is not a bunch of words in bullet format. People hear PowerPoint, and they run for the hills. Your deck is only a "table of contents" type of deck and one with diagrams or sample snap-shots of client results.

The point is - make sure your client knows what it is you can do!

1 comment:

Bill Thomas said...

I couldn't agree more. Getting pideon holed as a one-trick pony is something we should all be concerned about.

 

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