How to win clients like a pro (even if you’re under 20)
When you get a potential customer much older and more experienced in business than you, it’s going to be a really daunting task to try and win them over. Getting a contract signed can be especially hard since some old-fashioned customers will see you as “just a kid”. To win your potential client over, you’ll need to do a little more than just having the service and waiting around for them to pick it up. Here’s a list of things I’ve learned in the last 4 years as a web content provider.
Get to know your customer
When someone shows interest in what you have to offer, it’s good to start with a friendly approach. If your new prospect is a company, it will definitely be an advantage if you get to know the company a little more. Do some research, look at their website, and read their company objectives. Get to know the people involved in the firm, as well as their job descriptions. By knowing more about your customer, you’ll know exactly what they need. Seeing this kind of attitude from you will be comforting to potential clients, allowing them to see you beyond your years.
Let your customer know the benefits of choosing you over your competitors
Put your research to good use when meeting your client. Use their logo on your assessment forms, and include the complete name of the person you’re negotiating with. It’s also a good idea to coordinate your clothing with their company colors, as long as you can pull this off tastefully. It may also help to bring a portfolio or a case study of what you’ve done for previous clients (or for your own sites, if you don’t have that much experience). This will definitely demonstrate to your potential client that you are knowledgeable in your field and you’re not just some bored freshman sitting around lazily in your dorm room. You’ll be showing them that you’re a low-risk hire.
Have a clear quote and proposal in hand
K.I.S.S. – keep it simple, stupid. That’s how youre quote and proposal should be. Reiterate your client’s needs, as well as what you can do for them. Have a set timetable for the project, as well as the cost breakdown of your project quote. If you’re working with a team, it’s good to include your staff’s profiles in the project proposal, to reassure the client that they are in good hands. Include your contact information in the proposal, so that the client can easily reach you if they have any questions.
Send in a thank you note
It’s only good manners to send a “thank you for your interest in our services” note to your prospective client, whether you get the project or not. They will definitely appreciate you for this, and they will keep you in mind when making a referral, or if they need you to do more work. Besides, not every college entrepreneur does it, making the gesture much more impressive.
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“Send in a thank you note”
I definitely agree with this. I’d suggest doing it for each client you do win too. After the project is complete, drop them a thank you note in appreciation for their business. There are far to many businesses who do not take the time to follow up, yet sometimes follow up can make all the difference.
Thanks for the tips, even though I’m just under 30.
- James