Are you Serving Your Clients… or Just Servicing Them?

Serving a client (even a prospect—think about it) includes activities such as:

• Understanding the client’s needs on a profound level
• Help the client identify emerging needs they may not yet have realized
• Helping the client refine their definition of a need so as to focus on different possible solutions.
• Being full of ideas, solutions, and alternatives that relate well to established needs
• Providing insights and research on relevant emerging trends
• Conveying new business opportunities
• Thinking about how to make the client’s work easier
• And yes, even knowing something about the client’s life and family, as that front-desk staff showed us so powerfully.

Are you guilty of slipping into servicing mode—instead of serving mode—with some of your clients? Call up on your screen a list of your Key clients. Look at each one and ask yourself when the last time was that you were proactive, profound, and personal. Spend 2 to 5 minutes thinking about each of those clients, and I suspect you’ll have thought of all sorts of ways to reach out and to deepen and strengthen your business relationship.

Servicing is the minimum you need to do. Serving is magical and powerful, and makes you the preferred partner for a long time to come.

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Source: veteran-owned