Don’t take it for granted that your client understands

A mother took her five year old daughter to see the ballet. After a fine performance with the female dancers all on the tips of their toes, the young girl was heard to say “Mummy, why didn’t they get taller dancers?”

In the same way when dealing with your clients don’t assume they know the basics of what you do. You will need to gauge what they know in your preliminary discussions and use this knowledge to guide you with your presentations and proposals content. Equally don’t underestimate what they know!!

Harvest what you sow

Harry, a businessman, had fallen on hard times and decided to visit his local church. The church was empty so he went up to the alter and began to pray.

“Oh god I need your help. I have worked hard but the economy is not good. I have prayed at home and have asked you on many occasions if you could help me by letting me win the lottery. No matter how hard I have prayed you don’t seem to hear me.”

“Harry,” God replied, “I need your help here. Could you at least first buy a lottery ticket?”

In the same way we can’t hope to attract new clients if we don’t make an effort to tell them we exist.

We need to have a plan.

We need to target the clients we want to work for and start communicating with them.

We need to find out their needs and then tell them we can help them.

Also we need to stand out from the crowd, differentiate ourselves from our competitors.

The more we work at it the more likely success will follow.