How to let your clients validate you

15
Aug

Recently I was meeting the CEO of a well-known architectural firm in Sydney. He is not an architect, but he really knows his business: he’s across everything, from the big picture to the detail, and when he needs advice, he knows how to get the best.

When he brings in external professionals, he accepts them at face value, but also verifies their skill sets, experience and reputation.

He does this through his own business and personal networks, as well as through clients of the adviser he is checking. If the best decisions come from having the best information and counsel, it follows that validating advisers is critical. Yet so many CEOs, CFOs and business owners fail in this. Their first excuse is a lack of time. The second is the faulty assumption that a Big Four firm will give the best answer. You know a Big Four firm is not the best fit for every business, but your prospect may not. You can help yourself and your prospects by making it easy for them to validate your value, before they buy.

How?

Invite your prospect and a current client to meet at a conveniently located cafe. Buy them each a coffee and cake, then leave them to talk. If that’s too hard, at least give your prospect the contact details for one or two referees. If you are a half-decent accountant who does the right thing by your clients, what they say will be more valuable than anything you can dream up. They will almost close the sale for you!

Keep well and see you next post.

James E.

What others are saying

Author

Mark O'Hare

August 15, 2012 at 2:42 pm

James
Very sound advice! It is easier said than done, but once the practice commences, it becomes second nature. Our clients are our best advocates!
Cheers, Mark

- Author
  
  James Evangelidis Principal Consultant
  
  August 16, 2012 at 4:06 pm
  
  I love that statement Mark – “our clients are our best advocates”. Many thanks for the comment. All my best, James
  
Author

Marina

August 15, 2012 at 3:04 pm

Hi James
totally agree with you! Great advice and yes, big4 is not always the best in what they offer
Marina

- Author
  
  James Evangelidis Principal Consultant
  
  August 15, 2012 at 6:33 pm
  
  Thanks Marina. Glad you agree all my best, James
  
Author

Karalyn Brown

August 16, 2012 at 9:10 am

Hi James, This sounds like a great idea, I might suggest it to my own clients.

- Author
  
  James Evangelidis Principal Consultant
  
  August 16, 2012 at 9:21 am
  
  Thanks Karalyn. I hope you do suggest it to your clients! Stay well, James E.
  
Author

Bryan

August 16, 2012 at 2:56 pm

I’m having coffee with James next Wednesday, I wonder if he will buy me a cake as well as the coffee? But this is great advice, if I trust my clients enough I should be able to let them talk to my prospects without me there listening to what they have to say.

- Author
  
  James Evangelidis Principal Consultant
  
  August 16, 2012 at 4:07 pm
  
  What a question Bryan – of course I’ll buy you cake as well! Thanks for the comment – its all about trust.
  
Author

Clive Nelson

August 16, 2012 at 5:44 pm

Hi James,

Very sound advice as per usual.

Author

Phil Owens

August 16, 2012 at 9:42 pm

It is a great idea, James, on many levels. If your organisation knows that any client may be offered as an advocate for your business, then there will be a ‘pressure’ to offer top flight service and support.

I am currently working with an organisation that has a net promoter score (NPS) of 1. That is, when all the detractors are stacked up on one side, and all of the ‘ambassadors’ on the other, the difference is only one. To have the confidence to allow a current customer to guide a prospect in their choice means that your NPS has to be far better than 1!

I imagine that the current client would be quietly proud of ‘closing’ for you, and the prospect would feel much more trust in what they hear – and in you and your organisation – through this approach.

A great idea. Thanks for the post, James.