Stress and overwhelm may cause you to over look opportunities that can bring great rewards if you are paying attention. Sales Trainers will talk about listening for clues in conversations with clients , but our ‘busy-ness’ means we are not always paying attention.
Recently, I was responding to some questions from a client – someone I had not been working with regularly and so I had not had any part in her social media setup. She wanted to make some changes and needed some questions answered. In doing my research on her accounts to provide a response, I also discovered some deficiencies in her setup and along with her answers I gave her a couple recommendations.
Those recommendations led to us setting up her Facebook Page complete with a Welcome Landing page and a few other options to improve its look and appeal to visitors. Technically this could be called an upsell of services. A Sale.
While doing this newly contracted work I also came across several issues with her website and blog – things that if corrected, would increase the usability and visibility of her website and blog. She also had some maintenance issues as it appeared no one was looking for updates and doing these when required.
Soooo… I took about 10 minutes and made note of what I saw and sent those notes to her as well. Her response? She has asked us to complete the upgrades and updates as noted and also to take over her website and blog maintenance on a regular basis.
I could have chosen to simply answer her original email and left it at that – but instead I was paying attention to items not part of the original assignment and making note to the client of the issues. A small thing but it resulted in a regular contract with the client as well as other additional work.
Opportunity knocked yesterday and I answered – with a positive result. My recommendation to you is to look for opportunities to ‘help’ your clients, the worst thing that can happen is the client says thank you and leaves it at that. The best would be results similar to mine today; additional sales and clients who appreciate your time and great service.
If you have a success story like this one, please share it here – we can all benefit from learning how to spot these opportunities.