All consultants are looking to build short-term engagements into long-term (profitable) relationships. These relationships are built from continually satisfying clients and keeping their best interests in mind. More and more, salespeople are realizing how to capture the trust of their clients and turn customers into clients and again into long-term clients.
Interestingly, professional services author Charles Green just wrote that there is one question you can answer to test if you are ready to make that transformation in your own clients: "Have you ever recommended a competitor to one of your better clients?"
He says you have to refer your best clients to the competition.
Of course his advice does not stop there. Please read this article, 
http://www.raintoday.com/pages/2758_are_you_worthy_of_your_c....
Who agrees with Mr. Green? Is his article crazy?? I am very interested to hear from people in this forum on how to build clients out of customers.
I look forward to your response.
Clark
Categories
Building your Business
0 TrackBacks
Listed below are links to blogs that reference this post: Referring Your Competition Can Be Your Key to Success
TrackBack URL for this entry:
http://www.roundtablegroup.com/movabletype/mt-tb.cgi/96
Post a comment
This page contains a single entry by Clark Johnson posted on January 14, 2009 4:14 PM.
Death of Email Marketing? was the previous post in this blog.
What Is Daubert Anyway? is the next post in this blog.
Find recent content on the main index or look in the archives to find all content.
