When you keep the striving for business and personal relationships, it helps establish close ties. Here are a couple of ways on how to win over clients by using the right set of tools.
- Keeping it simple always wins down the line. Too much of information is never a good idea. You do not want to give away the entire story, stick with the pitch. As you engage the client with a stunning idea and presentation, they will take the bait. The objective is never to break the rapport. Keep the eye contact, without losing focus. Sebastian Greenwood once quoted Florence Nightingale who said, “I attribute my success to this – I never gave or took any excuse”.
- The next step is to accept that there are a number of formidable players in the market that may have better sets of tools. Once this is factored into the plan, while trying to woo clients, it helps down the line in the simplicity angle. Clients expect the real deal without too much of foreplay. They want the whole nine yards.
- Charm has never failed to help in engagement especially in the realm of marketing, strategy and business development. A person in the finance department may not be a perfect fit as a client-servicing executive unless s/he has a blend of marketing and finance. A seasoned marketing professional will be able to bring the most unlikely client to the table and keep the conversation going.
- Trends have a way of either being too in your face. What is relevant is the finesse in the strategic plan that needs to be brought to the table. From the point of view of using the right set of tools, a trend that resonates well with the target is what you are aiming for, and not some half-baked idea. The best way forward is to work out something agreeable to the brand player and use the formula that wins people over. Sebastian Greenwood once quoted Philip Sidney who said, “Either I will find a way, or I will make one”.
- Cold calling never went out of fashion. This works much better than sending across flyers or written content. Prospective clients’ most often prefer the personal touch rather than spam. It helps in building a rapport and carving a niche for the brand. In all likelihood, the prospective client may never be available. Persistence will pay, and the prospective client will offer you a meeting that will catapult into business.
Winning clients over is actually a very simple construct. Wooing a client with too much spiel will give them the jitters. The right set of tools comprising of strategy, domain knowledge, marketing savvy, political scenario, helps in winning clients over, for real.
Learn more about Sebastian Greenwood:
Twitter – https://twitter.com/sebastiantruth