Of all the strategies and tactics I’ve been teaching for 25 years – the most effective (therefore, most important) is what I call the Value Discussion.
The value discussion is just that… a discussion with your prospects and clients to make sure that you are meeting their expectations, and that they are finding value in your process, as well as your product and/or service.
Checking in with your prospects and clients – conducting Value Discussions – does several things:
Put these three dynamics together and it’s no wonder the Value Discussion will produce referrals without even asking for them … sometimes, right on the spot.
For the next 60 days, build the Value Discussion into most of your meeting agendas.
Near the end of your agenda, put the words Value Discussion or Value Check-In or Communication Review.
Encourage your clients to get any little complaints off their chest – anything that’s not working 100% for them. You might even refer back to a past problem to make sure everything has been cleaned up and there are no residual bad feelings. Then, encourage them to tell you where they find value in the work that you do, and/or how you continue to earn their business.
While you will have to adjust your word tracks to fit your situation, here is a start to help you find your own words.
***NOTE: Always begin with the “what needs improvement” side of the discussion. If there is something that needs to be fixed or merely vented, then you want to get that up and out first.
TIP #1: With your long-term clients, when you confirm your review appointment, let them know that you’ll be checking in with them about how the relationship is going. They will appreciate this “heads up.”
TIP #2: With your new clients, let them know that one thing they can expect from you is that you will be checking in with them from time to time to make sure that everything is being communicated, and that they are seeing the value of the relationship.
Are You Up to the Challenge?
Start checking in with your prospects and clients more often. You’ll begin to see that this is such a simple, yet powerful concept. You’ll discover little problems or concerns you didn’t know were there, you’ll become more referable, and you’ll even start getting more referrals without asking.
Do this for 60 days and I can almost guarantee you’ll get some unsolicited referrals and strengthen your client relationships.
Don’t forget to tell me how it goes!
I really want to know! I might be able to fine tune your results and we can “share the wealth” of ideas!
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“Before I met Bill Cates, I was making a ton of cold calls. Bill showed me how to go from cold calling to referrals and I tripled my production the very next month. I would not be where I am today without learning Bill’s processes.”
James Mwombela, Insurance Advisor
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