In my experience, the vast majority of clients think that they have unique problems and that their needs are “special” and, as a result, they tend to buy “a la carte” solutions because they are looking for a particular solution to their own, unique problem.
As a supplier or problem (or service) solver, you should try and avoid offering an off the shelf solution as part of your services as you simply wont appeal to the majority of clients as they want to be made to feel special.
The best and most successful professional services suppliers know this and a part of their marketing approach they aim to get the message across that they have the potential answer to the problem…….. i.e “I can help you!” You should be looking to say to prospects that your solutions are customised/tailored to meet their needs. After all Mr Prospect, if I cant, why am I in business?!
There are 3 key rules when dealing with new potential business –
Understand the problems
Offer the professional solution
Minimize any uncertainty
If you can really help…..and you can sell……..then success in business is almost assured! Remember, while you are pondering about what to do, when, who to work with, how much to spend etc, your competitors are very likely to be planning an assault on your clients. The downside of working in a service related industry is that you are only as good as your last job so act now.
Another point to remember is that “you” are most likely a professional first, a sales and marketing person second and this means that it is not deemed as failure if you need help in the form of marketing consultancy!