Getting Your Transactional Clients Engaged in the Process
How do you deal with someone who is an elephant but only wants to be transactional and not interested in the process?Thanks
Ray
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Ray,I don’t have a magic bullet for you and I suspect you’ve already thought of what I’m about to tell you.
- Stay in contact with your client in a way that constantly adds value.
- See if you can build a business friendship with him. Invite him to lunch or to a ball game or other social venue from time to time.
- As you gain his trust, let him know why you think a “process” would be important to him. Make it all about “what’s in it for him.”
Some people just don’t want a process. But that doesn’t mean you can do a lot of good work for them without using a formal process. You just deliver the process to them over time, it bits and pieces. Also, transactional clients can still be valuable clients for you and give you referrals.If at some point, you don’t enjoy doing business with him and don’t need his business, you cut him loose.
Bill