This week has been a great one , indeed November may just be that magical month and so we must do all it takes to make the most of it.
We will be wrapping up on our customer relationship discussion via emphasis on the points below(you can see other points in previous post):
*Determine Your Rules of Engagement: Put in place rules for how high and low you’re willing to go when it comes to closing contracts with your clients. Don’t over-sell yourself, but don’t undervalue what you’re doing for each client.
*Know Your Buyers Types: Understand that there are three kinds of buyers, each requiring a different approach that taps into their respective priorities. Leo classifies clients into:
Spendthrifts (15% of customers): Understandably, these are the most preferred clients by every business owner and freelancer. Keep them engaged and regularly updated on the progress of the project you are handling as well as the value you help generate. Offer them all the appropriate premium services you can deliver.
Tightwads (25%): Because this group prioritizes budget, be sure to offer clever service bundles and to reframe your prizes to make rates more acceptable to them.
Average Spenders (60%): These customers occupy the middle ground and will likely comprise a large part of your portfolio. Keep them motivated by using language that emphasizes results and success.
*Move at Doable Time: Establish a sense of urgency when setting milestones, deadlines and other time-frames. This includes the period of time (usually one to two weeks) you’re giving clients within which to respond to a proposal.
Fight for Something Good: Differentiate your brand by showing that you care about something greater than yourself. Maybe an idea, an advocacy or an organization you truly care about. This works like magic when you and your client share the same values or advocacies. In addition to work, you can also cite charities and community service projects.
