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A small business blog featuring tips to help entrepreneurs succeed in the small business world. Topics include family business, human resources, marketing, money, networking, operations, ownership, startup, taxes and technology.
An Interesting Way to Win Potential Clients

You have a potential client that you know would be a great time investment for your business, but, no matter what you do, you just can’t seem to win them over. I’ve come across an interesting suggestion that just might work. However, this strategy works best for businesses in the service industry.

First, let’s take into consideration that most potential clients who are hunting for someone to provide them with a service have probably already been disappointed by another provider. They’re looking because they need someone who can meet their expectations and get the job done to their own standards. And, once they’ve been disappointed, proving that you’re the business they can count on can be a doozy of a task.

So, here’s the challenge: find out what the one issue they can’t seem to get solved is and offer to work at a resolution for them. That’s right, take on their number one frustration, the question that stumped the rest of them, see if you can’t find a way to make it happen.

Oh yeah, it’s definitely an investment. After all, what if you can’t find a solution? What if you put in tons of time and resources to impress this potential client and you fail in the end? Well, isn’t that just a great attitude!

Yes, a resolution to the problem would be great, and would, without a doubt, reflect well upon your business. But if you resolve it without making them a part of the process and showing them how you work, what good will it do you? They would probably simply say thanks and take the job elsewhere for someone else to produce the solution you came up with.

Truth is, the idea isn’t necessarily to solve the problem, but to show the potential client how you work. Keep them updated on your progress on a regular basis. Get their input on what may be the best strategy for the next step. Show them that your giving this task your all and how determined you are. Those are the things that will impress the potential client.

If you adopt this strategy, don’t make it so much of a habit that you’re giving out free services to everyone and not pulling in any new clients. Instead, before committing to the process, make sure there is something in it for you, should you succeed at solving the problem (they hire you to follow through with the solution, etc). And make sure that you know what the potential client’s expectations are by finding out what they would consider a “resolution.”

As long as you don’t dive into the situation blindly, there really isn’t a way you can lose. Even if you can’t solve the problem, you’ve established a relationship with that potential client, and that’s what means the most in the end.

Source:
• Entrepreneur.com: Winning Over “Impossible” Prospects


Related Small Business Buzz Posts:
Tips for Dealing with Calls from Upset Clients
Fire Bad Clients to Increase Profits
Getting Others On Board With Your Vision
Define Strategies, Service & Product Line – How to Write a Business Plan: Part 4 of 8
Connections Trump Contacts

By Michelle Cramer
Wednesday, October 19th, 2016 @ 12:02 AM CDT

Marketing, Networking |