We are going to show you 6 things that you can do from now on and continuously to sell more, better and without taking too much time from your day to day.
Get closer to your customers, whether they are current or potential
Selling your consulting services can be scary if you have a small business. Are you worried about doing it wrong and getting the word out? That’s normal. You could lose key customers or a key employee you depend on.
These concerns are common and are simply in your mind. In fact, it’s fairly easy to correct if you communicate with your customers and prospects closely and effectively.
And this can be done very simply if you plan it.
To do this, take 20% of your most important clients and schedule meetings with them.
These customers are a key benchmark for you as they will give you valuable feedback on how competent you are to them, so that you can pay attention in those areas where the service you provide suffers most.
Identify your ideal buyer
Not all customers are the same. And not everyone can be satisfied in the same way. Ask yourself the following question: Is there an area in which you are more knowledgeable than your competition?
Specializing in a niche reduces the size of your market but allows you to satisfy it much better, differentiating you from competitors of all sizes.
In addition, this will allow you to become the highest authority in that sector and be the reference for every potential client who needs advisory services.
To this end:
- Identify the type of customer you can best satisfy from what you know about their operations. (Example: Taxi drivers, eCommerce stores, food companies, etc.)
- Profile them with their demographic information (gender, age, education, income level, etc.) and their challenges and objectives (What are the main challenges they face from a management point of view? And their objectives?)
- Keep it up to date (modify this profile as you learn more about them and always keep it as a reference)
- Experiment with services and offers aimed at them to see if you can satisfy them better than your competition and evaluate if it is an interesting business avenue.
Get your office in order
This may seem very obvious, but many offices, especially small ones, do not have time to devote to creating an efficient office.
These are the 3 key actions you can take now:
Make a realistic SWOT of your business
A tool as “classic” as it is effective and little used.
A common mistake is to assume that we know everything about our market and we rarely do.
And then come the surprises.
Taking your time to look at the current state of your market will allow you to see what is working and what is not very quickly and make the necessary adjustments to your service package.
Analyze your employees’ performance
How do your employees perform? Be brave and get rid of the most lame employees.
In the short term it may seem counterproductive, but what is a small problem now may become a much bigger one in the long term, such as losing an important customer and not being recommended to their contacts.
Optimize your office operations
How is the work being done? Dissect systems and procedures. This way you will be able to find inefficiencies that will allow you to serve your clients much better.
Think that one of your priorities is to hire a service that responds quickly and well. This way, you will not only work much better but you will also increase the level of satisfaction of your clients so that they will recommend you more often.
Update the technology you use
Do you use outdated software? Do you still work with Excel?
This may deter potential customers as you will put in their minds the idea that your operation is outdated and they will receive worse service.
On the other hand, if you are up to date with cloud accounting software or even if your organization is completely digitalized, don’t keep it to yourself. Let everyone know.
- That your staff is used to using technology and can make the transition to a more modern and efficient office.
- That your clients also use online accounting software and that this allows them to manage their business much better and you to give them a better service.
Educate your customers
One of the main reasons why your clients hire your services is that they do not master management like you do.
You can take advantage of this by continuously educating them in these 3 ways:
Take advantage of every contact with him/her
You don’t have to create the encyclopedia of management. Every time you have contact with your client, explain to him things related to the doubts and management that you are currently solving.
This way, they will feel more comfortable in the following contacts with you and you will work more comfortably and efficiently.
Create a corporate blog
Blogs are one of the most effective (if not the most effective) tools of education on the Internet.
Creating a blog of your office in which you solve some typical doubts of your clients can help you attract new clients who are looking for answers to specific doubts on the Internet related to management.
Anticipate their doubts
Take advantage of the experience you have with previous clients to anticipate the doubts you know they will have.
This way you will reinforce your authority over them, offer them a better customer experience and they will be more satisfied with your service.
It is tempting to take advantage of the ignorance of clients who are not management experts, new self-employed or entrepreneurs.
But being honest with them will pay off in the long run.
To that end:
- Make it clear that there are many factors that you sometimes can’t control. Think about the case of wedding photographers. If the day they have to do the job is cloudy and the light is not good, the result will not be as good as if it was clear. The same goes for your advice. Macroeconomic factors can affect your clients negatively and you can’t let that contaminate your service in any way, without it seeming like an excuse, of course.
- Control expectations. Unlike a tangible product, a service has many more different points of contact with your clients, so their experience can be altered in many ways. When it comes to communicating the benefits of your service, it is better to be realistic and sin by default than by excess.
- Identify unprofitable customers. You know, those who are slow to pay, create problems or abuse your service. Not only do they make your firm work less efficiently, but they will always be dissatisfied, something that will undermine your credibility with other potential customers.
Settling in when your cash flow looks good is a natural thing.
So is being displaced by some new competitor more agile and modern than you.
With these 6 keys, you can anticipate this and make your operation more efficient and profitable on a continuous basis so that you do not stay out of the market and continue to grow your business.