- from Aligned for Result's Tips and Tools Publishing:
Are you searching for customers who need what you offer?
Do you struggle with convincing them to buy?
Do you need reliable ways to go beyond the first sale to a long-term business relationship?
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Announcing an essential resource… Customers for Keeps: Consulting Tools to Woo, ‘Wow!’ & Win Customers |
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This ebook gives you the TOOLS THAT EXPERT CONSULTANTS USE to turn prospects into paying customers!
Whether you are a solo service professional or you lead a service team or business, satisfied customers who keep coming back and who tell others about you are the key to your success.
What’s the secret to winning, satisfying, and multiplying customers?
The strategies of expert consultants offer answers. Their methods enable you to connect, understand your customer’s situation, and apply your expertise to achieve results they want… results that go beyond their initial expectations.
Here’s what this easy-to-read ebook offers:
7-phase strategy to guide your customer communication and consulting work.
In-depth exploration of how to develop customer relationships that get results.
Practical exercises to build consulting skill.
Checklists, templates, and scripts that help you apply what you learn to the situations you face as you build your business.
Resource lists and links to fuel your further learning.
Digital format for quick review and access to bonuses.
What’s so special about THIS book?
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Authors Susan Berry and Randy Thomas have assisted hundreds of people to develop capability and confidence as consultants. As they guide workshops and coach individuals, Susan and Randy seek the simplest and most effective ways to help people gain the consulting savvy they need to succeed.
“Customers for Keeps” gives you the the tools that Susan and Randy have discovered and developed: Practical strategies and exercises that encourage immediate application and produce breakthroughs in your clarity, confidence, and customer communication.
The best part is that these methods are common sense and you can apply them at once to win and keep more customers for your service business. |
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Information and discovery activities in “Customers for Keeps” equip you to:
Get clear on your outcomes before you consult with customers, and align the action you take with what matters to you.
Identify your ideal customers and explore multiple paths to connect with them.
Prepare for success by researching customer situation & needs.
Conduct focused interviews to discover what your customer wants and to develop your relationship.
Identify what your customer needs from you.
Introduce your service as a high-value solution that fits what your customer wants and needs.
Present an action strategy that makes sense and confirm initial agreements for next steps.
Without a clear view or a good handle on what your customer wants, you can invest significant time and money in the wrong direction. Why not prevent this and succeed from the start?
Here’s a preview of the tools you will find inside:
Tool #1 – Setting Up for Success
A clear and concise consulting definition that sets your target as a sales and service consultant.
Three principles that give you a firm foundation for consulting success.
Tool #2 – Outcomes As Compass
Use the Outcome Frame to decide what you want to achieve, and fuel your action with the high-octane energy of motivation.
Practice the process of defining SMART results to guide your work.
Tool #3 – Consulting Cycle Framework
Use this seven stage map of the consulting process to identify where you are, where you are going, and what to do next.
Build flexibility and confidence as you organize your work with a reliable strategy.
Tool #4 – Consulting Alignment Exercise
How does alignment increase your credibility and effectiveness with customers?
Take an Alignment Walk to put the power of your vision and values into what you do, and improve results when you talk with potential customers.
Tool #5 – Consulting Status Checklist
A phase-by-phase review of the tasks & actions that spell long-term, satisfied, repeat customers for your products and services. The checklist helps you make sure you consider and act on all essential steps.
Use the Checklist to track progress with each of your customers. The format makes it easy to record notes and monitor work on your laptop or other digital devices.
Tool #6 – Getting to Know Your Customer
An easy-to-use worksheet to define your market niche and home in on potential customers for your expertise and specialty.
Put together a customer-friendly “Value Proposition” that communicates the benefits you offer.
Create an Ideal Customer profile to locate and research potential customers.
Tool #7 – Foot in the Door Relationship Marketing
What is Relationship Marketing, and why is it key to success?
Evaluate seven ‘Foot-in-the-Door’ marketing methods that you can use to connect with and meet potential customers.
Tool #8 – The 8-Question Interview
Practice key communication skills to engage your customer.
Review 8 key questions that equip you to quickly:
discover what the customer really wants,
understand how they recognize progress and results,
explore ‘make or break’ elements such as timeframe, barriers, and other stakeholders, and
introduce your services as important ingredients for success.
What to do at the conclusion of this conversation to insure forward momentum with the customer.
Tool #9 – The 8-Question Interview Script
Two scripts that demonstrate how to adapt the 8-Question interview to people you work with – edit and use the scripts for practice sessions to gain confidence and flexibility.
Case #1: Interviewing a leader or manager to identify their desired outcome and options for action (compact table format helps you keep your agenda in mind as you introduce the interview, ask questions, and set up next steps).
Case #2: Interviewing an individual or walk-in customer to identify their desired outcome and options for action (keep this interview outline and script at your desk or by your phone for easy reference as you talk with customers).
Tool #10 – Follow-up Memo Template
How to follow up with your customer after the interview.
Use this template to summarize the results your customer is after, how your service or product supports these results, and options for action that you agreed.
Ensure mutual understanding and create a written agreement on next steps.
What if each call or interaction with potential customers gave you the inside track on what they want and how to provide it?
What if you could consistently engage leaders and individual customers in working together to get results they care about?
Purchase Now
Bonuses
Buying this book gives you free access to a membership site with additional resources to fuel your success. These include:
How to write SMART Objectives (get specific with your service customers and projects!)
Reproducible Consulting Status Checklist to track progress and results with each customer you consult
Perspectives Exercise to develop customer empathy and communication strategies
Consultation script for telephone sales
Guide to SMART Planning in Four Steps
Reproducible Service Niche Idea Generator Worksheet
Question Skills for Effective Customer Communication
Customers For Keeps is a must read for those considering or just starting out in the consulting business, as well as those who have been consulting for a while. At the core of the book is a win-win philosophy based on “aligning what matters to you with the work you do and the expertise you offer customers.” And it doesn’t leave us hanging: It provides practical options to find customers we would enjoy working with and who would enjoy working with us as well.
I started my own consulting business because I felt that I had something unique to contribute, and I know the feeling of commitment and passion that results in clients coming to a better place through our partnership. One of the most important keys to success in this business is finding and maintaining a consistent customer base, so that we can do well while doing good. If you are struggling with that challenge, this book offers a succinct and logical strategy to find those that need the thing you love doing.
Customers for Keeps can save you time and keep you focused as you get clarity, connect your purpose with the work you do, and find the customers YOU are destined to serve. I was going to say I wish I had this resource when I started my business, but I think it’s more fitting to say I’m glad to have it now. Susan and Randy, thank you for this wonderful contribution to the consulting field!
- C. Reggie Crane, M.A., President & CEO, Next Level Coaching and Consulting Services
“This remarkable e-book is the tangible result of over six decades of combined experience and education, and contains the tools and secrets of Susan and Randy’s success as consultants. I have witnessed firsthand the extraordinary results of their coaching, consulting, and customized training since 1996. I have also applied and found their communication techniques of repeated value in different phases of my business and personal development.
I feel qualified to say that they are not ordinary consultants – they are architects of transformation and share many of their strategies in this book.”
Sharon Matzinger, Down Home Healing Arts, Sonoma, CA
“The Consulting Status Checklist puts it all together for us. It lists all the steps we need to take, and keeps our consultants on track as they develop relationships with new customers, find out what their needs are, and put together recommendations for services. What’s more, it keeps us focused in the following phases of service planning and delivery. We are so grateful to Susan and Randy for making this part of our practice.”
– U.S. Government internal consultant.
What’s the value of each new customer who chooses you as their service partner?
During its initial publication period, “Customers for Keeps” is available to you for only $27.
Click here to obtain your copy now!
PS: You have expertise. Your potential customers have needs & wants that you can satisfy.
Become their Service or Product Provider of Choice with a reliable strategy & easy-to-use customer consulting tools. There’s no point in putting off success…