In last week’s post we spoke about the power your prospect has and how to utilize that for the benefit of your business. Today we will talk about 5 big mistakes you can make that may jeopardise the deal with your prospect.
- Failing to meet the client’s expectations
- Mishandling a client crisis
- Taking on more than you can handle
- Putting all your eggs in one basket
- Up cash creek without a paddle
Any one or combination of these can not only jeopardise the partnership, but also have the ability to take down your company as well. In the coming weeks I will delve into each of these mistakes, but for today we will cover the first two.
Not Meeting Client’s Expectations
It’s essential you give your client’s exactly what you promised during the negotiation phase of your partnership. If an event does occur where it’s impossible to meet the client’s expectations, you’ll have to figure out a way to fix the situation and also determine where it went wrong.
A couple of things could have contributed to this problem:
- Poor salesmanship. This could mean the salesperson was trying too hard to seal the deal and didn’t listen to the client’s needs.
- Lack of communication. This breakdown occurs between the salesperson and your operations department.
In order to avoid these mistakes, it’s essential to put a clear plan of action into place that all of your sales staff can follow:
- Think before you speak.
- Give yourself a break.
- Perfect your process.
- Pre-format over-deliverables.
- Stay hands-on throughout the entire process.
- Define success.
Mishandling a Client Crisis
Crisis’ will happen, but how you respond and fix them will define your company and interaction with your clients. You need to respond quickly and effectively. This will help you gain even more trust and confidence from your client.
Here are some simple tips to help you deal with client crisis’:
- Take responsibility and apologize no matter who is at fault.
- Act swiftly and effectively.
- Step in and take control of the situation.
- Never point fingers or place blame.
- Stay in constant communication with your client.
- Stay calm throughout the situation.
- Keep your eye on the ball.
Now, that you know the top two mistakes, you’ll know better how to avoid making these mistakes in the first place and know how to put a plan of action into place in case of a crisis. Next time we’ll talk about the 3rd and 4th mistake you can make when working with ‘Big’ clients.
If you need help with any of this, try our GUIDED TOUR to get all the help you could ever need.