During the last 4+ years, there have been tens of 1000s of proposals from service providers that have been submitted and reviewed on the portal. Then, we have facilitated 100s of meetings of service providers with clients with large deals at stake. This entire process has helped us get a very close view of the entire pre-sales process for technology & marketing projects. It is clear to us that service providers who are more successful in bagging projects are doing 7 things better than others.
So, if you are ready to elevate your client conversion game and propel your business to new heights, let’s delve into these 7 concrete strategies:
- Play to Your Strengths
In today’s competitive landscape, it’s tempting to cast a wide net and bid on every project that comes your way. However, spreading yourself too thin can dilute your expertise and leave potential clients questioning your credibility. Instead, focus on your core strengths and areas of expertise. This trait is important not only for getting business on Benchkart but for any client acquisition effort. By showcasing your specialized skills, you not only differentiate yourself from the competition but also build trust with clients who are seeking experts in their field. Needless to say, it also helps with our algorithm, which is designed to reward expertise & focus.
- Craft Compelling Proposals
Ever received a generic email that left you yawning? Yeah, that’s not the vibe you want to give off when submitting proposals. Take the time to personalize your pitch. Share your success stories, outline your approach, and don’t forget to include a clear pricing breakdown. Trust us, clients can smell a template from a mile away. In a world where personalization is key, taking the time to tailor your proposals to the specific needs of each client can make all the difference. So the mantra is, focus on a few projects only (which play to your strengths) but craft compelling proposals for those projects.
- Prep Like a Pro
The success of any client meeting hinges on thorough preparation. Take the time to familiarize yourself with the client’s industry, business goals, and pain points. Anticipate questions and objections, and come armed with solutions tailored to their needs. By demonstrating your preparedness and understanding of their challenges, you’ll instill confidence in the client and increase your chances of success. On the flip side, coming to a meeting and asking the client what their requirement is, when they have already provided a brief earlier, creates negative impression. In case the brief provided earlier was unclear, it is recommended that you seek clarifications prior to the meeting, such that the client’s time in the meeting is not wasted repeating their brief.
- Showcase Your A-Team
When it comes to client meetings, first impressions matter. Ensure that your most knowledgeable and experienced team members are front and center during discussions. Whether it’s a seasoned account manager or a technical expert, having the right person in the room can make all the difference in building rapport and instilling trust with the client. We have seen huge changes in the conversion rates for a few agencies, the moment they have changed the person who front ends the client conversations. In fact this is such an important point, that we feel, this is the single biggest factor which decides who wins a deal, among two equally matched agencies.
- Show, Don’t Just Tell
Talk is cheap, but actions speak volumes. Instead of relying solely on verbal explanations, leverage visual aids, demos, and case studies to bring your proposals to life. Whether it’s a sleek presentation or a hands-on demonstration of your product or service, showing tangible evidence of your capabilities can leave a lasting impression on clients and differentiate you from the competition. Having said that, don’t get lost so much in the demo or your product that you lose the customer’s interest. It’s a good practice to assure the customer that you understand their requirement rather than just your product or solution.
- Price It Right
Pricing can be a delicate balancing act. Take the time to accurately assess the value of your services and set pricing that reflects both your expertise and the client’s budget. It’s crucial to use tools as well as personal judgement to create a pricing which appeals to the client and also helps you get shortlisted from among multiple service providers. Remember, it’s not just about being the cheapest option—it’s about offering the best value for the client’s investment.
- Nail the Basics
Last but certainly not least, don’t forget the basics. Timeliness, professionalism, and honesty go a long way in building trust and rapport with clients. Stick to deadlines, show up on time, and always prioritize quality over quantity.
In the fast-paced world of client acquisition, it’s easy to overlook the fundamentals. However, attention to detail and professionalism can set you apart from the competition. From meeting deadlines and arriving punctually to providing honest advice and managing client expectations, mastering the basics of client service is essential for building long-lasting relationships and earning repeat business.
And there you have it—seven foolproof strategies to convert clients and skyrocket your success. So, what are you waiting for? It’s time to put these tips into action and watch your client roster grow! Happy converting!
Please write to partnership@benchkart.com if you need any specific support related to your Benchkart account.