Comments on: Rain Making Problem #15: How to Prove Your Worth http://www.hardingco.com/blog/2009/04/29/rain-making-problem-15-how-to-prove-your-worth/ Ford Harding's Blog on Rainmaking and Business Development Mon, 15 Mar 2010 12:25:01 +0000 http://wordpress.org/?v=2.7.1 hourly 1 By: Ford Harding http://www.hardingco.com/blog/2009/04/29/rain-making-problem-15-how-to-prove-your-worth/comment-page-1/#comment-24872 Ford Harding Tue, 05 May 2009 00:53:18 +0000 http://www.hardingco.com/blog/2009/04/29/rain-making-problem-15-how-to-prove-your-worth/#comment-24872 Robert Thanks for your thoughts Ford Harding Robert

Thanks for your thoughts

Ford Harding

]]> By: Robert S http://www.hardingco.com/blog/2009/04/29/rain-making-problem-15-how-to-prove-your-worth/comment-page-1/#comment-24841 Robert S Mon, 04 May 2009 15:42:37 +0000 http://www.hardingco.com/blog/2009/04/29/rain-making-problem-15-how-to-prove-your-worth/#comment-24841 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 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

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