I hope you are well and starting to enjoy the somewhat warmer weather? I am on way to Dublin – a city I absolutely love going to. The people are fantastic and the Guinness is great too!
I am going to visit a client who Catalyst have handled for 6 years. That’s an incredible length of time in the P.R. world! They found us by looking for a leading hair and beauty pr agency. We had recently finished a 14 year contract with another top hair and beauty brand, so we were on the look out for a client just like them.
In the initial meeting we asked the potential client what they were looking for and what they wanted to achieve. We responded to those goals and put them in a one, two, three, four and five year plan. We also told the client about our goals and where we wanted to be. Sounds like I am going on? Well that might be the case! However, we were communicating, and by communicating we were being clear on each others aspirations and by doing this simple yet effective task, we were setting the foundations of a long and healthy business relationship.
Communication is key. It’s a cliche but it’s the truth. If you aren’t looking after your clients needs at all times you are doomed to fail. I often hear beauty salons say that they really looked after the client. However, the client will say ‘they did, but they didn’t do what I wanted’. This is a communication break down! TOP TIP – next time a new client approaches you or better still you find a new client yourself through a marketing strategy, simply ask them – what is it that you would like to get out of my service or business? Obviously you need to apply this to your own product or service but it works every time. Example – if I meet a potential new client I always ask them for their wish list before the see me. Through this I can ascertain who I am talking too, what they like and most importantly, what they want!
Another TOP TIP with communication, I just briefly touched upon it, who are you talking too? As a top P.R. and a good ‘people person’, I can identify who I am talking to. By doing so I can empathise with them.
This is a major sales tool and relationship builder. By dealing with the person and NOT the product or service, I get on their ‘wavelength’ and again I build on a stronger relationship which inevitably means more money over a longer period. Now, how does that sound?
I am visiting Dublin today to see what my hair and beauty client wants to achieve over the next few years and I will be telling them Catalyst’s goals too. Communicating again! Here’s to the next six years and more great success.