#3
You must communicate the idea of an Ideal Client Relationship. What is an Ideal Client Relationship (ICR)? Well, it’s different for everybody. It consists of a series of behaviors that you want your best clients to exhibit in their relationship with you. Think of the way that your very best clients interact with you. These interactions are the basis of ICR.
Here is our ICR behavior list for Strategic Adventures:
- They see the value of a long term engagement with us
- They provide us with a testimonial
- They follow our advice and recommendations
- They experience a measurable outcome
- They use us multiple times for different services
- They respond to proposals in a timely manner
- And they refer others to us
Now, I have yet to have a client fall into my lap that did all of these automatically. It would be nice if the world worked that way. So how do we get clients to start behaving this way? We let them know that this kind of relationship is possible.
Ultimately, the responsibility is on you. You have to make the relationship happen, it is a two way street after all. Let use the our second ICR characteristic as an example: They provide us with a testimonial. In order to get a testimonial you have to do at least two things.
1. You have to do great work for your client that is worthy of a testimonial
2. And you have to ask your clients for the testimonial.
You have to do the work to get ICR’s.
#4
You must communicate the possibility of an ICR with the Qualified Prospects we identified in #2. That’s all there is to it!
What are your ICR characteristics and how are you communicating them?
Paul
Paul on Google+
http://www.strategic-adventures.com/content/business-plans
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