Changing times call for changing strategies. What makes business successful? I suspect we could all come up with a fine list between us however, I’d like to suggest that being able to identify opportunities to fill unfilled clients needs and wants would have to be high on the list. Knowing what your clients really want and delivering it, whether that be an added service, change in communication channels, fee change or whatever your thinking of doing in your business.
As a marketing specialist putting clients needs first is something I live and breathe. Understanding what client’s want, why they buy, how they make decisions, what type of service they expect and how they like to be communicated to, I believe all business owners should know that about their clients, especially their top clients.
Creating demand for your business can only happen when you have a good understanding of what your clients want.
As I look around the industry I see new Advice businesses forming, I see businesses acquiring others, introducing new services, developing new value propositions, developing new pricing models yet I wonder how many of them will be successful; how many of them have actually asked their clients what they want.
Whether launching a new service, refreshing an old one or looking at any way to improve your business, the best way to find out how successful it will be is to ask your clients.
One of the problems with you asking your clients what they think is that they will typically say yes, yes, yes to everything you ask them because no-one likes to say negative things to your face or through an email to you, unless their REALLY disappointed at you.
Talking to your clients about your business is vital and how you talk to them is also vital. Conducting online surveys is not the answer. There is definitely a place for online surveys, ones that you conduct on a regular basis but if you are looking to really understand how your clients feel about your future plans, your future fee model even your future communication channels, you need to give them the opportunity to speak with a ‘neutral’ person, someone who is not necessarily connected to your business.
Typically when you ask someone’s opinion about a service or a business they have a view, they have their own opinion and they delight in having the opportunity to express it, to talk to someone about their experiences. Clients feel valued. Not very often do businesses ask their clients what they truly think about them.
In a world of change, now more than ever, is the time to put your clients first and ask them what they think of your proposed fee model, value proposition or new service.
At SRS CC I actually take the time to talk to your clients, to find out what it is you want to know. As an accredited coach and experienced interviewer I have the skills to listen and ask the right questions. Contact me today Rachel@srscc.com.au and I’ll explain how I can help you connect better with your clients, find out what they really think and put your clients first.