Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

Exhibit 9.4. Continuously Improve the Relationship
What can you do so that your client will brag about you?
• Deliver more than you promise.
• Make opportunities to meet as many employees as possible.
• Request copies of the organization’s newsletter and telephone directory.
• Learn something personal about your most frequent contacts.
• Keep everyone informed, publicize status as appropriate.
• Keep both company and individual information confidential.
• Arrive early, stay late.
• Adapt your work style to that of the organization.
• Meet all deadlines.
• Find ways to build trust.
• If you cannot meet a deadline, inform your clients as soon as you know
and tell them why.
• Invite the client to shadow you when appropriate.
• Make the client feel like the “only” client.
• Send articles and share books that would be helpful to individuals.
• Be tough on the problem, but supportive of the person.
• Openly offer information about yourself.
• Explore a non-business-related topic you both enjoy discussing.
• Discover common acquaintances.
• Discover locations where you have both lived or visited.
• Discover common experiences you have both had.
• Write thank-you notes or how-are-you-doing notes.
• Call frequently when not on-site.
(Continued)
A Client in Hand Is Worth Ten in Your Plan: Will Your Clients Market for You? 209