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Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie
Do you consider the idea that your clients want youto help them solve problems? They want you to reach out and find out abouttheir needs. However, We think that our clients are happy with what weve donefor them.Im sure they are. And, theyd like to do morebusiness with you.Are you doing as much for your clients as you couldbe? Do you know the answer to that question? Most of us sell something to ourclients and then move on to the next prospect. We proceed under someinteresting beliefs many of which arent true.1. We believe our clients know what we do and will reach out to us whenthey have that need.Not necessarily. Justbecause you have a website or tell your client all that you do, doesnt meanthat they know it. Clients pay attention to what they need at the time. Theydont hear you tell them everything you do. Moreover, they arent necessarilygoing to go to your website to find out.2. We believe we need to hunt all the time for new business.Guess what? Theresnew business to be had right in your current client base. You definitely need astrong foundation of clients so you arent putting all your eggs in one basket.At the same time you should be penetrating your current clients. Theres businessto be had there more than your initial sale.3. We think our clients want to maintain a broader vendor base.While it may be truethat companies like to spread out their spend to reduce their vulnerability, itis also true that they like to do business with current vendors.Look at it this way you spent time prospecting to your current clients, getting to know them andbuilding the relationship. They already know, like, and trust you. They arebusy and juggling a lot of issues. They are more likely to be open to workingwith a known entity than to looking for a new solution provider. That doesntmean they are going to reach out to you. It is your responsibility to partnerwith them; to have conversations with them to unearth their needs. Your clientswant you to be interested in helping them solve problems. They want you to showinterest in them. They want to know that you value them and are interested inhelping them succeed.When you take theinitiative to partner with your clients you are telling them that you valuethem beyond the initial sale. You are building a relationship for the longterm. We succeed in our businesses when we work to maintain our clients for years to come. Just as our clients gothrough changes, those relationships go through changes. If we arent there,talking with them, finding out whats going on with them, someone else will be.We run the risk of losing, not only new business but the current work we aredoing for them.Starting today, takea look at your client records. What do you do for your clients? How well do youknow them and their needs? How well do they know what solutions you offer? Onceyou have your answers, set out to go deeper with your current client base. Yourbusiness will be stronger for it.
They,Want,You,you,consider,the