What Do Your Clients Love?

We know they love great service, and they may even love your products, but how can you find out what your clients really want? …and no, it’s not always the best price! Here’s the reality. Salespeople are rarely aware of where their client’s business is headed, what targets they are trying to reach or how they plan to reach them.

At Teneo, we’ve developed an interesting approach to help you better understand what clients really want. In Phase 1 of our 5 Phase Integrated Marketing & Sales Approach, we help you create customized Client Interviews to obtain the information you need to create better solutions for your clients. You would be surprised at the kind of information your clients are willing to share if you only ask – including upcoming opportunities and their latest business challenges. You’re probably thinking – my clients don’t have very much time for me as it is, they won’t take the time for this client interview. We’ve discovered in fact that people feel honoured when you ask them for their opinion to help you grow your business. With just 15 minutes of their time and a few key open ended questions, you’ll be surprised at what they’ll share.

Applying this process will provide you with incredible insight and will help you to translate your client’s needs into a unique solution, with clear business benefits. Your clients will suddenly feel like you are speaking their language and it will become clear to them that you’re a valuable trusted advisor. So take the time to get to know your client’s business and even your client’s, clients – it will not only help grow your sales but theirs too!