About the Author:
Sherry Lowry, MA/MS, M.C.C., is a professional mentor and business coach for executives,
business owners, other coaches, psychologists/ therapists, and professionals
in transition. She has developed seven businesses,
including one non-profit with 20,000 clients. Sherry leads group telephone
conferences and trainings with other field experts on marketing with heart,
using public speaking in marketing, and for therapists transitioning as
coaches. A board member on the International Coach Federation, Sherry is
credentialed at their Master Certifed Coach level and participates in the
Professional Coaches’ and Mentor’s Association.
Contact Sherry for a complimentary session on The SeamLess Life™ approach or for information on
coaching and professional mentoring.
Sherry Lowry, MCC
Austin, Texas USA
TABLE OF CONTENTS
Tips in Leading the Seamless Life™
#13 - How Do You Benefit Your Clients?
In Issue #14, we described the benefits that come to clients from living The Seamless Life™. Early on, when we first began to create the TSL™ path, we didn't know exactly what these benefits were. We learned to recognize and describe them by asking ourselves, and our clients, just what they derived from getting on the TSL™ path.
At first, we were just curious. We wanted to learn whether the benefits we gained were also experienced by others. They were. That was good news and our curiosity was satisfied.
Better yet, our business began to increase dramatically. Why? Because we absolutely understood the impact the TSL™ service on clients' work and lives, we could talk very specifically about the benefits clients derived.
We learned that in a service business it's great business to be able to tell clients specifically how they'll benefit from using your - not anyone else's - services. We encourage you to do this for your business and services, as we did for ours. Here's how:
1. Get out your crystal ball.
Predict what clients will say.
Start with your beliefs and assumptions about the benefits clients get from using your services. Complete the following statements. Be specific.
- The client needs that I/my service fulfill best are
(See Issue #3 for a description of needs.)
- The personal qualities that are a distinctive hallmark of my/my
business' service(s) are _________________.
- What really helps and serves clients most about (a) and (b) is
About the Author:
Diane Menendez, Ph.D., M.C.C., business and life coach, has been a full-time professional coach since 1988. She's coached 350+ executive and professional clients to achieve their goals and, in the process, to create work and lives which are richly satisfying.
Diane's domain name, www.HeartDance.com, is an expression of her belief that, "Your work supports you to thrive when it brings you rich financial rewards and great joy." Yes, that's what she means -- real joy,
enough to make your heart dance.
Contact Diane for a complimentary coaching session to help you discover your brilliance.
HeartDance, Cincinnati, Ohio USA
What I/my business offers that clients may not find readily
available elsewhere is ____________________________________.
- What's special and unique about my/my business' processes or
(For example, "I anticipate needs . . . ," or "more cost-effective,"
"outstanding personal customer support," "great follow-up.")
- How I can leverage a-e above, so my clients know they get high
value by working with me is __________________________________.
2. Ask your clients. Compare what they say to your list.
Now that you've predicted what your clients will say about your services, you need to ask them!
List 10-20 names of individual clients (NOT firms, but people) who've used your services and been satisfied with the outcomes. Call each one and set up a 10-15 minute meeting to gather feedback from them as customers. Make it a phone meeting if you choose. Don't be reluctant to call and ask - they'll love the opportunity to tell you what they think. And, they'll be glad to be asked.
Ask them these questions. Listen carefully. Take good notes.
- What are the services we provide that you find most valuable? Why?
(Note: this question gets at needs.)
- How would you describe our key qualities as your service-providers?
- Which of these services and qualities (the answers to a. and b.) are most valuable
to you? How is it valuable?
- What is the one thing about my/our service to you that may be
unique or distinctive, as you see it?
- What's one key opportunity for us to leverage our strengths and
improve our service - one that you'd value as our customer?
3. Summarize what you heard. Find the actionable items.
What did you hear? Summarize your clients responses, and find the common themes. Compare their responses with yours. Were you right on? Did you learn some things?
What you heard are the real benefits, and the real opportunities, for you and your business!