Clients want the "What's in it for ME" factor

Do you know your  'what's-in-it-for-my-clients factor'?  If not, get to know it intimately, inside and out, upside down and sideways and be able to recite it in your sleep.

Fact:  The longer a company is in business the more they get away from knowing, understanding and explaining the 'what's-in-it-for-my-clients' factor.

SFG asks our clients a key question during the intake process:  What do you offer your clients?  This allows us to look at what executives or business owners think they offer their clients. More importantly we learn how they present themselves to their existing and potential clients. And generally they don't articulate it well.

No surprise to us when the UGLY client category has more names than the GOOD category.

Solution Suggestion:  Ask yourself what you can reasonably deliver to your potential and current clients that align with your current resources and personnel. Then stick to that concept.  Stay focused and repetitive and state it clearly to your clients in terms that has meaning for them.

Example:  SFG helps you identify the Good, the Bad and the Ugly clients of your business.  We work with you to convert the Bad to Good, fire the Ugly and create a good client program that keeps the cash flow positive.

So - What in it for YOUR clients?

What type of sales person do you need?

Collaboration with clients is key

Successful entrepreneurs seem to repeat the same statement over and over again in their 'how-I-did-it' speech: "I was so lucky I hired the right person for..."  Hiring the right people is the biggest challenge of any business, but more so for start-ups.

I ran across this article on hiring the right sales person at the right stage of growth. It describes not only the dilemmas of a start up, but every business who has a need for professional sales personnel.  Bottom line, listen to your clients. They are your best guide for hiring to their needs. 

Enjoy the article. 


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