Grow Your Service Firm – Step 3 – what do you REALLY do for your clients?

We’re putting the lessons contained in Robert Craven’s new book “Grow Your Service Firm” into action.  We’re putting the book to the test and reporting through this blog what we have done and the results we achieve.

The next step in the book is what Robert calls “Action Point Questions”.   Here are his questions and our answers:

What is your client’s problem/need/hurt?
They want/need more sales OR have not got enough sales coming in.

Why and when do they have the need?
They have the need because most businesses are poor at finding new prospects to turn into new clients.

They feel this need most when they look at the bank statement or overdue bills they can’t pay.

What can they do to have this hurt resolved/sorted?
Engage us to find them more prospects that they can then turn into clients!

What can you do to resolve the hurt/pain?
Find them more prospects that they can turn into clients.

List the benefits of working with you (make them measureable and quantifiable)

  1. Our  clients get a regular stream of new prospects to turn into customers
  2. Our clients get consistent, regular communications out to their customers to ensure they stay engaged and don’t fade away to the competition next time they have an order or requirement
  3. By working with us, clients have regular discussions about their business and how to generate more sales for it.  These discussions and our expertise always enhance the client’s ability to sell and help them convert more prospects to customers
  4. By paying us, clients have a strong desire to get a return on their investment and so put a lot more effort into sales.  And we drive this too!

Our view:  Writing this down makes it clear to us that we should be working for everyone!  Our whole business model is founded on the belief that most companies are unable or unwilling to find sufficient prospect to turn into customers to drive their business growth.

ie.  Our clients are good at turning prospects into customers, but finding these prospects is the hard part.  Are we right?