Relationships are two-way personal affairs based on trust and credibility

with both parties giving and taking.

Understanding requires clarity as to the “value” each receive by nurturing a relationship — value beyond a client satisfied with the results and a consultant receiving a “paycheck.”

This article doesn’t discuss how to nurture relationships. Rather it discusses the value, value beyond getting paid, that many consultants leave on the table because they forget about the importance of nurturing a relationship once they are hired.

Here are six commonly left behind values.

Referrals

Referrals are introductions to people interested in what you have to offer or people who able to assist you with some aspect of your business. Because clients are busy with their own daily tasks, many never think about referring a consultant. However, when asked they are more than willing to connect a consultant by jointly meeting, phoning the contact, or sending an email. Occasionally, clients struggle with the introduction because they’re unsure of the message to convey. Consider providing a written script as a framework to help them help you.

By the way, don’t wait until the end of an engagement to ask for introductions. Use your judgement and ask when appropriate.

Testimonials

Testimonials are short. They consist of 3 to 5 short sentences aimed at grabbing a person’s attention with a highlighted result and benefit. I love it when a client volunteers to write a testimonial, but that doesn’t always happen. Frequently, the consultant needs to ask for the testimonial. If the client agrees to providing a testimonial, volunteer to write it, making life easier for your client plus it is a way for you to thank them for their kindness.

Here is an idea to help with obtaining testimonials - How to Ask for a Testimonial! Write it for THEM!

Case Studies

Case studies are a fabulous way to highlight you as well as your client. Ask your client if they are open to working with you by writing or videoing a case study. A case study can be as long or short as necessary; however, I like short case studies because they are quickly read or watched. My preferred approach is to divide the case study into three sections: problem or opportunity, the effort, and result and benefit. A quote by the client adds creditability to a case study. It should go without saying, but ensure the client is comfortable with the case study before it is published and seen by the world.

References

References are a step above testimonials and case studies. Periodically a prospective client wants to discuss with someone their experience working with you. Have a few clients who are open to talking to others about you, your service, and the quality of your work.

My reference warning's work hard to build trusted relationships. Ask for testimonials. It is easy to burn out good clients with reference requests. They are busy and are taking time out of their busy day to help you. Always ask first, be prudent when providing their names, and thank them for their support.

Add on Work

Add on work is the result of not only a need but a client and consultant getting to know one another. The more a client knows about you, the more they trust you and understand how you might be able to help them. When need arises, you've positioned yourself to be front of mind, the go-to person.

Referrals (again)

Referrals again, but this time it is all giving a referral. You've built a trusted relationship with your client and are known as the go-to person for your focus. The client feels comfortable talking with you and asking your advice. Every so often, a client might ask for a connect to someone that can assist them in an area that is not your expertise. This request enables you to not only help your client with a referral but someone a third party, another consultant. The client as well as the referral will remember your willingness to help them.

Conclusion

Referrals, testimonials, references, case studies, add-on work, and referrals for others are six ways to help you expand and grow your business. All are the result of not only delivering on what you promised but your ability to nurture a Client-Consultant Relationships. How you nurture a client relationship is be part of your relationship strategy.

You never know where a relationship will take you nor the value you can achieve because of that relationship.

Until Next Week,

Laura

If you have a question, drop me an email at laura@lauraburford.com or grab time on my calendar to talk.

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