When we start a new business and think of a client, we tend to think of how that client will pay us in exchange for services – that’s how we do business right – in other words, we must ‘earn’ money from them by providing them with something in return.
But money isn’t the only thing we need to earn from a client, in fact in terms of the things we need to earn to sustain a successful, profitable long term business relationship, money comes third on the list of my priorities when I first come into contact with a potential client. This is good in a way because when earning money isn’t your primary aim to get started, you can really relax a little…
IF WE’RE NOT LOOKING TO EARN MONEY, WHAT ARE WE LOOKING FOR?
Good question! Before I begin working with a client doing business, I first make an investment of my time into pre-client support. This involves me devoting a great deal of attention and care in customer support, and demonstrating my expertise in advance through making the client aware of how we work, ensuring they fully understand how working with me can benefit them, giving them examples and indicating the level of my skills.
Whilst this doesn’t earn money, until the client is ‘on board’ so-to-speak, I actually earn something far more valuable to my company, I earn 1) their appreciation and 2) their trust. Starting the journey with the client having earned those 2 things can make a tremendous difference to the progress we both make working together on their business, and also the price I am able to charge for my services.
I thank my clients warmly for the trust they place in myself, my team and my company everyday, and I know they appreciate my work ethics for continuously wanting to improve their experience with using my services. Don’t expect to build long-lasting, happy, professional, fulfilling, profitable relationships, without earning and maintaining appreciation and trust from your clients. It’s an essential element for a great relationship…
By concentrating on first earning appreciation and trust from a client, the money will follow, in abundance.
Once a client is secured, you must continue to maintain their appreciation and trust, and there are two things you can do that I know work for me:
1. You work hard on your business and you work hard in the client’s business.
2. You make a continuous effort for improvement to your services and to your client’s experience.
Do these two things and you’ll have the makings of a successful business.
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