In today’s episode, we are discussing client management. We explore the journey you go when you are in a personal relationship and how comparable that is to the journey you go on in a client relationship - from the first meeting to keeping the relationship fresh.
I am joined by Mark Young, author of the book ‘Date Your Clients” to dig into this further.
Time Stamp
[01:45] How did the title ‘Date Your Clients’ come about for your book?
[07:07] The first prospect meeting
[08:00] Consider the first impressions at your first meeting
[10:35] How do we move a prospect along the customer journey - to close the deal?
[14:30] Don’t just chase money! Focus on fit first
[15:30] The importance of trusting your instincts
[16:20] Advice on keeping and growing existing clients
[21:10] Building equal partnerships with clients (rather than the imbalanced customer-supplier relationships)
[22:00] What can we do to bring relationships back on track?
[27:30]The importance of balanced feedback
[28:27] If you could go back in time and give your younger self, just starting out in business, a piece of advice, what would it be?
Quotations
“Any time you are dealing with a human you are dealing with emotions, needs and values - just like in business” - Mark Young
“Make your first meeting all about the client, not about you!” - Rob Da Costa
“If you only chase the cash you will always make bad business decisions" - Mark Young
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