Используйте силу вопросов, чтобы углубить и развить отношения с клиентами
Правильно заданный вопрос может сдвинуть разговор с аналитического на эмоциональный уровень, от деталей к общей картине и от прошлого к будущему. Результат? Более глубокое понимание клиента, более тесные отношения и четкое понимание того, как вы можете добавить больше ценности.
Книга "Вопросы силы для построения отношений с клиентами на всю жизнь" показывает, как использовать стратегические вопросы для реализации девяти ключевых стратегий построения долгосрочных отношений с клиентами. Вы узнаете:
Как выбирать подходящих клиентов с самого начала; Стратегии роста для расширения отношений; Методы построения личных отношений с вашими клиентами; Мощные вопросы для установления связи на уровне топ-менеджмента; Десять вопросов, которые вы должны задавать своим клиентам каждый год, чтобы оценить состояние отношений.
Книга "Вопросы силы для построения отношений с клиентами на всю жизнь" дает вам как стратегии, так и ключевые вопросы для развития доверительных партнерских отношений с вашими важнейшими клиентами.
You Complete Your Work, They Become A Client Who Believes In You "Your book must rank as one of the top three business books this year." --Dave Ramsey (New York Times bestselling author) Why should I use your questions? Because once you have your strategy in place, the results are immediate. And they will be momentous, both for you—causing a rethinking of who your clients really are, what they value, how you serve them, and how much it all costs—and for them. Because your growth, retention rates, customer satisfaction, workload, even income will soar into the stratosphere. General Smiles LLC (I don’t actually exist; most of this is pure fiction) has been around since 1878 and actually only has ten employees, because all their client accounts are above $2 million. For years, my questions and General Smiles processes have been spot on. Now imagine if we could revisit our interactions with General Smiles and Speaking of Chicken products one last time? If we got to learn how our processes ended up as such then our entire Coaching at Tony Adams is augmented by guessing game. And therein lies value creation for the Executive Suite and your consulting work: The ability to serve all manner of clients and wield the complexity into clear strategic objectives. Power Questions, Deliver Immediate Impact To Implement Those Strategies “It not only teaches you great strategies, it also includes open-ended exercises," and John Maxwell wrote in Entrepreneur. To prepare you, along with exercise, I have shared here thirteen strategy keys of practical value for implementing your practice into your everyday life and development. Though the twelve key questions pertain to your unique niche, they can be applied to stand out among your competition, earn more, retain clients, close more deals, and grow more throughout your coaching or consulting career. Use ten questions to infuse your call with vital information, and gain confidence that your Value Proposition is perfectly aligned with its potential client’s deepest needs and desires. Once again, those higher leadership teams more often than not disregard the information I provide to use client winning tactics, but constantly hear notions such as single quotes, "You will find that it will take several months to see the dividends of the exercise you just completed yourself." Now, grab the correct set of tools and listen to the replays discussed here, and you will surpass your rocky path into establishing yourself as the trusted advisor you desire to become. Your new vocabulary of client interviews and other opportunities available to you as a result of these powerful questions will transform the way you see your work, your income, your purpose, all in time. Zap magazine wrote, "Deliberative questions are the most productive form of questioning someone about who they are." I am confident in your ability, in your sharp questions, when it comes to making an impression on your c-suite, and getting deals signed with the ins and outs of manners. On the flipside, there is only one way to go about learning how to construct a solid recurring revenue stream: Focusing on retention, expertise, trust, service delivery. That’s it. That's the secret. Retaining your existing client base rather than chasing after additional foot traffic translates to hundreds, if not thousands, of dollars in extra billing. Every interaction taken about moving or utilizing your products or services can be eaten up by mere hours invested in coaches training or client pitch week, leading to disappointing results. Rather, every interaction maintains and serves their day-to-day needs within the realm of your expertise. With your new found knowledge and question repertoire, you can prepare clients for successful navigation through tricky economic times, thus boosting your earning potential and retaining power one client relationship at a time.
Электронная Книга «Power Questions to Build Clients for Life. Nine Strategies for Success» написана автором Andrew Sobel в году.
Минимальный возраст читателя: 0
Язык: Английский
ISBN: 9781118657157
Описание книги от Andrew Sobel
Use the power of questions to deepen and grow your client relationships The right question can shift a conversation from the analytical to the emotional, from the details to the big picture, and from the past to the future. The result? Deeper client knowledge, more intimate relationships, and a clear understanding of how you can add more value. Power Questions to Build Clients for Life shows how to use strategic questions to implement nine essential clients-for-life strategies. You’ll learn: How to select the right clients to begin with Growth strategies to broaden your relationships Techniques for building personal relationships with your clients Powerful questions to help you connect in the C-Suite Ten questions you must ask your clients every year in order to assess your relationship health Power Questions to Build Clients for Life gives you both the strategies and the key questions to develop trusted partnerships with your most important clients.
