We have consistently applied these in our relationship with potentials client in my organization and it seems to work. Remember, a potential client possibly approaches you and several of your competitors. So, how do you ensure you have the competitive edge over other ‘potential’ competitors the client might be speaking to as well?

1. Speed – It is not uncommon for client to say to us ‘you were the fastest to respond to our enquiry’. That tells me the same enquiry to our company has probably gone to others as well. The speed at which you respond to a client’s enquiry says a lot about your organisation and potentially puts you at an advantage over others.

2. Package – We offer what we would like to refer as an unbeatable package to the potential client. Add other complimentary services FREE! You must understand what the current rate is or the standard terms in your industry; offer something that is unique to you.

3. Communication – We stay in touch; we respond to every request immediately, send out additional information, follow up with a telephone call, etc. This puts us constantly in the face (and mind) of the client.

4. Quality – You never get a second chance to impress. In our industry – recruitment- the quality of candidate you present to the client is a reflection of your organisation. It is a mistake to send out poor quality candidates to a client to show you have potential candidates.

5. Guarantees – What guarantees do you offer? Clients want value for their money where that fails what reassurance do you offer? Show to the customer you care about the service you are offering not the fees you are collecting.

 

Image via www.katzmarketingsolutions.wordpress.com