Deepening Your Client Relationships to Enhance Your Value (1-day workshop)
If asked, most of us would say that we’re committed to 100% client referenceability and client relationships that last a lifetime. Yet few of us really measure how we’re doing in this area or what else we can do to better serve our clients. Great client relationship managers learn how to maximize the value of their client relationships, beginning with the first meeting with a prospect during the sales process. In this session you will:
- Understand approaches to build rapport with prospects and clients by:
- Asking the right questions
- Applying real listening techniques
- Uncovering common goals or elements that develop relatedness
- Discovering your client’s goals, values, and work-style
- Discover strategies to learn about your client’s business by understanding their industry and the unique challenges, cycles, and other impacts on their success
- Identify methods to become indispensable to your clients by being a trusted advisor – or coach – rather than just a “reporter” of historical information or deliverer of goods
- Define processes to proactively understand what issues or challenges your client is facing and how you can help, including:
- Client surveys
- Meeting with your clients
- Client management systems or databases
- Cross-selling processes
- Identify communications mechanisms that would enhance your client relationship
- Recall internal communications strategies to keep others in your firm informed and current on your clients
Leave this session empowered to deepen – and secure – your client relationships while helping them achieve their goals!
