In a conversation with my consultant-mentor Francisco Escobar last evening, we discussed why and how clients do business with you. At least we talked about the elements of the process.
We came up with these three “steps” that people go through when choosing to do business with an individual or client:
- Gaining or having credibility.
- Earning a level of trust.
- Dependency.
Having credibility with a prospect is what turns them into clients. Or at least starts the discussion. If you can cite previous, successful work, then they are more apt to have the next conversation with you.
Being trusted is why someone chooses to sign a contract or a check for you to do work for them. When they trust you with their business problem or challenge, that’s when you are now doing business. This also gives you the perspective to provide your now-client with an objective point of view.
Dependency is a bit too strong, but really describes when an established client views you as indispensable when it comes to getting certain tasks or work done. This usually means you are in it with them for the long haul. Your presence gives them increased bandwidth.
Consider these steps or levels as you work with your clients or customers.
Relentless
