Thursday, October 13, 2016
Earlier this month we introduced the 'New Client Engagement Process'. Instead of us saying how awesome these new engagement tools are, we'll let Nik from FBZ Accounting tell you. Taken from his recent 'check-in' session with Trevor.
Nik's story...
I recently met with a new client and after we discussed what her needs were at the conclusion of a meeting I told her that I would send our proposal to formalise the agreed services at the agreed price. Her response surprised me but made me take a step back and take a really good look at our approach to new client engagements.
She said "I don't want you to send me a proposal because that's not certain, I want you to send me a Plan with all the next steps involved."
This made me realise something really important that perhaps our process around new client engagements is not as solid as I thought and maybe there might be a better approach. Often proposals do not convey our value as well as should and so their meaning gets lost with all the prices and terms and conditions.
Since this conversation I have found that what people really need and appreciate is a decisive plan of action before making the next step. Once they understand their own plan and how you can help them, signing the proposal becomes a mere formality rather than being the deciding factor.
You don't want people to ponder... you want them to act!
When I saw the revised ChangeGPS New Client Engagement Process I immediately thought about this client so it was easy for me to adopt the NEW Mutual Partnership & Service Plan and the Action Plan & Proposal Estimate Email docs. These are excellent tools to frame up the next steps so that getting the client to sign the proposal becomes a lot easier.
If you'd like to see more of our tools, book an online demo with the team today!
For more success stories click here.
Posted by Timothy Munro - ChangeGPS
on Thursday, October 13, 2016
