Are you a business owner, an entrepreneur, or in sales? Then this blog is for you!
There are a lot of buzzwords when it comes to business, entrepreneur, content, but the one I want to focus on today is serve. In business, your main objective should be to serve your clients in the best way possible, that is the best way to have a profitable business. But HOW do we do that? Here’s an easy way to remember the basic principles and best practices in serving your clients and increasing your rate of return customers.
S: Solve a Problem
The main reason they are giving you their business in the first place is because they need YOU to solve a problem for THEM. If you take the time and care to put their needs first and deliver high-quality service, of course you will be solving this problem for them, but clients don’t always see how well you’ve benefited them since they only see the final product. One way to get a better appreciation for the quality of work you deliver is by sharing with your clients how you are solving their problem. Explain the benefits of your services more than just the typical salesman speech. How will you help them on an individual level, how will that benefit their individual life on a day-to-day basis?
E: Explain Your Industry
Educate your clients on the realities of your industry. Clients will likely have an idea of what they need and what services you offer, but they often do not know the extent of why you are the best option for them. Do they know the price range for services in the industry? Do they understand the relationship between costs and quality of services? It might be beneficial for you to break down the cost of services with them and explain to them why your prices are set the way they are. This does not have to be a long process, just educating your clientele and treating them as an equally important part of your business will encourage them to return and refer your services to their friends.
R: Reveal Your Price
This is something we all deal with ALL the time, both as business owners and customers. So often do businesses offer services without disclosing the price until the last possible moment of making a deal. Not only does this suggest to clients that your prices are very high which might scare them away from soliciting your services, but it also sets the tone for a lack of full disclosure in business practices. You DON’T want to be known for being a shady company, so you shouldn’t be hiding anything. Being upfront about your prices early on will also help weed out potential clients that cannot afford your services and save everyone time and embarrassment from finding out too late. It is better to be direct about your price range and be turned down by clients than to hide costs and wait because if they are going to say no anyway, you want it to be as early in the process as possible. That way you can be ready to handle business with the next client that has the means to afford your services.
Regardless of what your role is as a service provider, clients often have a difficult time in visualizing what they are going to receive. This means you have the responsibility of helping them fully understand and visualize how you’re going to make their life better, easier, and more profitable. It’s important to communicate exactly what you are providing so they can accurately conceptualize what they will end up with. When done the right way, this is the most useful tool in convincing clients to work with you and creating an appreciated experience that will lead to frequent returns and public exposure.
E: Embrace Your Quirks
Like I said before about not having full disclosure in your business leading to a reputation of a shady and dishonest company, the same thing can be applied to the way you present yourself to clients. You do not want to portray yourself as a laid back, casual family business during the early stages of your relationship with a client only to turn around and reveal yourself as a corporate business with regulated and strict practices later on. This dishonesty instills distrust in your consumer base (and yes, people talk) which is not the best way to conduct business. Be yourself. Be honest about who you are and the type of business you run that way your clients can decide if they are a good fit to work with you and your services. If your quirks don’t work well with the client’s needs, it will be obvious in how they respond to your services. Be honest and embrace your quirks and you will have a much better relationship with your clients.
I hope that breaking down how to serve your clientele as a business owner, entrepreneur, or as someone in sales has helped to provide you with tools to expand and better your business practices. If you can take this acronym and the principles we talked about and apply it to your business techniques, I am confident that it will help you make more money, create better relationships, and build a more profitable and respected business.
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