I’ve always said this and will continue to popularise the idea that Value is not static but a moving entity that is defined by the context of what your client needs from you today.
How can you get to know those things that could be most valuable for your client, contacts and their business? Here are 4 ways you can begin preparing to create consistent value and insight for your client and their business today.
Get to know what the long, short term goals or priority for your client and their business. - This will help you to schedule and prepare specific resources internally that you can share with your client periodically. Importantly find out what value would look like practically for them on a month to month basis. This is all about listening deeply and allowing curiosity to guide as you get to know your clients better. Example: If your clients aim as a business is for everyone to contribute to increasing their gross margins from 40 to 54% in the next 6 months then you can message and position your conversations in support of this. Share how your service or product could help them make that a reality.
Anticipate your short comings and gaps in service based on point one - This is an important step. If you discover their goals and your solution does not provide the right technology, compatibility, relevancy for their business in the long term you’ll want to prepare to overcome that now. Example: share this with your manager and wider departments involved to find out how you can reduce this gap. Get creative and while you're working on this move to point 3.
Refocus and reinforce the value of the current work and impact you’re doing right now. In conversations you have weekly or fortnightly begin asking questions about observed differences, speaking about the future outcomes you’re excited to see with them. You won’t want to do this on every call. Choose a handful of people and see how they are benefiting from what you’re doing document and share it with your client so they can be reminded of the value from your business.
Help others in your clients business who may not be getting the best from your product or service. Identify the end users and create a survey that puts them in the focus asking them to feedback challenges, value they see and observed results from using your product or solution. This could be extremely powerful in sharing back with your client. You’ll want to use this data as fuel to influence your business to do something different and get the buy in you need to make a difference.
Which one do you need to apply today to start preparing to provide even more value to your clients?
Thanks for reading
If you’d like to know more about what I do, have more information on any of the topics I write on, or know how I help others see massive sales growth from their key customer relationships connect with me at www.jermaineedwards.com