Rain Making Problem #15: How to Prove Your Worth
(This post is another in our series of Rainmaking Problems. We invite your comments on this problem and would also welcome any problems you would like to submit to get comments from other readers.)
I received the following question from a reader in Singapore. He was responding to Rain Making Problem #9: Lead Generation when Your Back is to the Wall to which he refers several times. What would you suggest?
Hi all,
Ford, I just want to say first that I think what you’re doing is great. I was so unhappy with my previous firm, I set up my own practice last year with just one client. From what the client told me before I quit, I was going to be extremely busy just servicing them. However, for various reasons they have sent me only about one-quarter to one-third of the work they indicated they would send me before I quit, so your books and your website have been a life saver for me.
I’m sorry that I don’t have any tips for Lenore, but I do have a question which relates to Mel’s point on focusing on serving rather than winning. I like to think I provide first-rate service. I’m not aware of anyone else in my geographical region and area of practice who provides service and does work to the standard I do. The only trouble is, how does one show that to a potential client? The way I see it, the scope for doing this is pretty limited: you can only go so far in writing proposals, and you may be limited to just one, or if you’re lucky, two meetings with the potential client to talk over their needs, etc. Otherwise, “We’re great. Our service is awesome and we’re much better than everybody else” just sounds like another sales pitch that the potential client also heard from the competition. It is only when you actually land the work that you can show what you do.
So, do you have any tips to share on focusing on servicing during the sales process? Thanks in advance if you do.
In a sling in Singapore,
Willem
Of course, I am responsible for the in-a-sling close. Forgive me Willem; I couldn’t stop myself.
May 4th, 2009 at 10:42 am
I think you can cover this issue in several ways. Before the sales meeting, demonstrate your worth by sharing copies of white papers or scholarly articles that you’ve written.
During the presentation, use “war stories” to demonstrate what solutions you’ve come up with for other clients. And in the realm of “servicing” provide some specific examples of how you’ve provided excellent client service - whether its taking care of things over the weekend, providing additonal services without nickel and diming your clent, or one of the most powerful examples, recommending that your client hire someone else for work in an area that isn’t your forte. Those are the types of things that will differentiate you from your competitors.
Robert S.
New Orleans
May 4th, 2009 at 7:53 pm
Robert
Thanks for your thoughts
Ford Harding