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How Clients Buy
1 min readMar 23, 2021
- ** I’m not speaking from experience here, but here’s my theory.
- Success of an invention is measured by industry adoption
- If someone is not interested in your service, you should leave them alone.
- A client is interested in what you have to offer, or they are not. It fits with their priorities or it does not.
- Never mistake lack of interest with readiness. If they’re not ready it could be due to politics or resources.
- If they are not ready, stay in touch. If they are not interested, ask for a referral.
- A consulting firm depends on your relationship with the customer. If they know you and people say you do good work, they are more likely to hire you. It’s different from selling a product, you are providing a service.
- Build a relationship. Articulate why you are relevant and how you could have an impact on their agenda.
- Do your homework. Find out what your client is focusing on. They may not be interested in increasing revenues or decreasing costs. Find out their objectives. They could be downsizing
- Look at the case studies your firm puts on its web site. They will want to do more of it. Listen more, talk less.
- calculate rate of return. in time. in money. also calculate ROI. costs, profits from doing business with you