In today’s episode, we are discussing client management. We explore the journey you go when you are in a personal relationship and how comparable that is to the journey you go on in a client relationship - from the first meeting to keeping the relationship fresh.
I am joined by Mark Young, author of the book ‘Date Your Clients” to dig into this further.
Time Stamp
[01:45] How did the title ‘Date Your Clients’ come about for your book?
[07:07] The first prospect meeting
[08:00] Consider the first impressions at your first meeting
[10:35] How do we move a prospect along the customer journey - to close the deal?
[14:30] Don’t just chase money! Focus on fit first
[15:30] The importance of trusting your instincts
[16:20] Advice on keeping and growing existing clients
[21:10] Building equal partnerships with clients (rather than the imbalanced customer-supplier relationships)
[22:00] What can we do to bring relationships back on track?
[27:30]The importance of balanced feedback
[28:27] If you could go back in time and give your younger self, just starting out in business, a piece of advice, what would it be?
Quotations
“Any time you are dealing with a human you are dealing with emotions, needs and values - just like in business” - Mark Young
“Make your first meeting all about the client, not about you!” - Rob Da Costa
“If you only chase the cash you will always make bad business decisions" - Mark Young
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Useful links mentioned in this episode:
The Agency Accelerator
Busy agency owners can have a hard time balancing delivering exceptional work with finding ideal new clients - all the while, ensuring the smooth running of their agency.
Every Thursday, join Rob Da Costa, agency owner and coach, as he explores the key topics that affect you and your agency. I share tools and ideas to aid your profitable growth as well as interview industry expert guests, who share their experiences of working in or with agencies just like yours.
Whether you are just starting out or running an established growing agency, whether you run an online or bricks & mortar agency, this is the podcast for you.
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