3 Things Your Customers Aren't Asking For That You Must Deliver
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If you provide professional services, remember that your customers are relying on you to do something critical for their business that they can't do themselves. Because they are not experts in the service they are probably have no idea about what it should cost, how it should be done, and in some cases, why it should be done.
In addition to providing your services and expertise, the degree to which you can give your customers control, clarity, and confidence about the process will result in a better experience for you and the customers, as well as a greater chance that customer will be a raving fan and the source of referrals down the road.
Most customers prefer that any mystery in their life be relegated to novels and movies. As entertainment, mystery is a lot of fun; as part of real life - not so much. Your job is to demystify the journey you will be taking your customer through.
Provide and Guide - From the very beginning, spell out what is going to be happening. Walk your customer through the various steps and milestones. Have a checklist; it provides comfort to your customer. The first time you explain the process, just assume that the customer may have some confusion. With your patient guidance, they will begin to get clarity with each step. Seeing progress on the checklist will give them larger and larger chunks of confidence. This means greater confidence in you and their decision to engage you.
Explain and Ask - Commit yourself to educating the customer. Short term, this education will go a long way in soothing the pain of change. Keep returning to and explaining the process. While it is very familiar to you, it's brand new to the customer. Give them greater understanding of what is happening and why. In the long term, the better educated the customer is, the better able they are to refer you in an intelligent and meaningful way. Don't forget to ask questions and probe for areas that are still unclear to them. Again, much of the customer's anxiety is unspoken.
Review and Celebrate - Take the time to sit down and review significant milestones with your customer. It showcases the accuracy of the "map" and the guidance you are providing as well as reinforcing the steady progress that is being made. And it's a great opportunity to celebrate with the customer. They are closer to completing the transformation that is going to make their business better; you are closer to the finish line of your mutual success.
Be sensitive to how stressful change can be. New customers may enter into the project with many unexpressed emotions that could range from concern to fear, mild stress to anxiety, will this cause pain, will this cost me my job.
Proactively addressing the unspoken worries of your new customer by providing and guiding, explaining and asking, reviewing and celebrating will give them the control, clarity and confidence to get through the process with more success and less stress. As a result they will be thrilled with you and much more likely to rave and refer.
Article Source: Articlelogy.com
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