19 Feb 11 What Client seeks from its Service Providers?
Nature of clients and their size of business may vary, but clients’ requirements from its service providers remain same always. Service provider may be an advertising agency or printing agency, office furniture provider or security service provider. Every service provider comes with its own standard of operation and respective job requirement; but basic expectations from clients remain same everywhere.
These are the few requirements clients consider mandatory from its service providers.
Authenticity
Clients always look for authentic companies, who are in the business since long and have earned good reputation in the same. If company is new, inexperienced and can’t be traced easily client may not approach it.
Good image
Clients never wish to get associated with a service provider who has bad name in the market; since association with controversial companies also bring bad name in the industry. Choosing a prestigious company is very important for any client.
Competitive edge
Every client wants to remain ahead of its competitors whether in terms of office space décor or in stationary designs. It is not only an ego boost for the client, but also they love to talk about its service provider to all. If you wish your clients to stay with you for long time, always make sure you give something more than your competitors. Don’t compromise with the quality and never stop innovating something new.
Meeting deadline
Working within the stipulated timeframe is very important aspect of any business. Even if you are an excellent service provider with exceptional standard of quality, but you fail to give work on time clients may blacklist you forever. If client gives a deadline to its service provider, it definitely involves lot of thinking.
Recognition
Clients look for recognized service provider. It can be recognition from an international council or government body or any well known institution. Clients hesitate to take risk of being associated with an unapproved or unrecognized company. It can also be recognition from well known personality.
Affordable
Last but not the least, most of the clients prefer to keep their expenses as low as possible. Even if the service provider is excellent clients hesitate to pay a premium price for that. Clients may agree to pay little more than the industry standard rate, but not exorbitant.
Tags: Advertising Agency, Authenticity, Clients Requirements, Competitive Edge, Compromise, Ego, Excellent Service, Good Reputation, Government Body, Long Time, Nature, New Meeting, Office Furniture, Office Space, Prestigious Company, Risk, Security Service Provider, Service Providers, Stationary Designs, Time Clients
16 Aug 10 Is It Your Habit That’s Keeping You Unemployed?
We often give ourselves to thinking that interviewer biased, and that too against us, always. We blame this for our inability to secure a job even in the soaring economy. If you are still looking for a job, and not getting it then it is time to change the looking glass through which you see the world, for the reason behind not getting hired could be you.
In the following paragraphs, I am going to talk about 3 indicators that tell you that it is you who is stopping you from getting hired, and when I said you, I meant your habit.
3 reasons you are not getting hired
Too high an expectation
Nothing is perfect in this world; neither you nor any job. If you are waiting for a perfect job to fly from the land of fairy and set down in your lap then I am afraid to say the wait is going to be rather long. Meanwhile, I would recommend bagging a not-so-perfect job that matches your skill set, and which can provide sufficient money for you to survive on.
Be realistic. Weigh every aspect of the dream job you want, and see what all you can let go. You will soon be employed.
Too small a net
Are you relying on just one technique to search for the job? Do you feel uncomfortable trying out different job-search tools and techniques?
To catch a lot many fish, a fisherman needs to have a net that is wide enough and strong enough. Similarly, a job hunter needs to widen his net using all the possible tools and techniques to land up in a good job, which sadly enough, very few people are doing, for they are slave of their habit of using one tool.
Too Egocentric (I, me, and myself) cover letter
This is stupendous mistake committed by a job hunter. No one wants someone who has an ego as big as the size of the Milky Way. I know your ego is comparatively smaller in magnitude, but why does not it reflect in the cover letter you send out? Why your cover letter is talking too much about “I”?
Writing I, I, and I will not land you up in a job, forget about a good job, as no one cares how smart, talented, Einstein-esque you are. Your interviewer cares only about his needs, and about an employee who can meet that need. I know what big a dork he is, but at the end of the day, he is the one who will sign your paying slip, month after month.
Wouldn’t it be smart then to satisfy his needs by talking about his company and how you will add solve the problem he has in a cover letter? From where I am standing, it would be smarter, far smarter to this than to talk about I, me, and myself.
If you, unknowingly, committed any of these mistakes then it is time to undo them, should you want to get hired. After all, we call it habit because we do it unknowingly, as a habit.
Tags: Dream Job, Ego, Expectation, Fairy, Fish, Fisherman, Fly, Good Job, Habit, Interviewer, Job Hunter, Job Search, Looking Glass, Magnitude, Milky Way, Mistake, Paragraphs, Rsquo, Search Tools, Skill Set
21 Jul 10 How to Handle Client’s Objections?
No matter what business you are into, and what is the nature of clients you have, every client or customer (whichever term is applicable for you) has certain objection that needs to be handled before it open his wallet for you. This is one fact of any business, whatsoever.
There is another fact, and it is related to objection handling. No matter what objection your clients have, or what problem they say they have, you can handle it and that too by following a set of steps given below.
Sincerely listen to what he has to say
Do not object or stop your client from speaking his heart out. Cutting him short is a sign of weakness. Let him speak not only and try to understand his point of view on the matter at hand. More so because he may himself tell you the answer to the objection he has raised.
Make him talk
If your client is not the kind who bares his heart out then make him talk. Ask questions that will make him reveal more about the objections. More often than not clients reveal the solution when talking about their objections, so make them talk.
Ask questions related to the objection your client raised
Ask questions to unearth the reason behind the objection raised by your client. Quite often, the issue raised by the client is mere a disguise (or external appearance) of the real objection he has. You need to ask relevant questions so that you can unearth the real reason behind his denial to make a purchase now.
Do not try to prove them wrong
Proving your clients wrong is the worst thing you can do in a sales situation. You are not there to win a debate, so do not go with that mindset. Let you client speak about his problem, and except that whatever he says is write, after all he is the one who is there stuck in a problem.
Be gentle to him, and even if you have to say that your client is wrong, say it in a way that it does not hurt his ego. It should not appear that you are playing the one-upmanship game. Make him realize that you are trying to solve his problem by understanding his point of view of the situation.
Take notes
This is vital, and notes taken when the client was talking will also help you in addressing his concern. Take notes, but not in a way to break is stream of thought. Your note taking should go undetected.
The things I have discussed above about objection handling are very important. You need to cultivate yourself in such a way that the above given objection-handling technique becomes part of your nature. Inculcate these into yourself, and practice it until it becomes your nature.
Tags: Debate, Denial, Disguise, Ego, External Appearance, Game, Heart, Mindset, Objection, Objections, Point Of View, Real Reason, Relevant Questions, Wallet
