Why You Should Treat Your Clients Like Prospects

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Why You ShouldTreat Your ClientsLike Prospects

• Presented by
• Naseem Saab
• DPS Consulting, LLC

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(No Transcript)
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Under the Microscope

• Prospects usually see us at our best
• Behavior
• Image
• Responsiveness
• In summary Were out to WOW our prospects
• Clients see us as we are
• Juggling multiple priorities
• Dealing with administrative issues
• Looking for new prospects
• In summary We try to not disappoint our clients

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It is Five Times Harder to Find a New Client than
to Keep an Existing One

• Without new business from our existing clients,
  were effectively out of business!

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It is About Relationship Management

• How we manage the relationship with our clients
  will make the difference between
• Completing a contracted task
• Gaining a lifetime client
• Givens
• No one goes into business intending to do a bad
  job
• We try to respond to our clients needs
• We try to provide them our best product and
  services
• We try to manage competing priorities and
  deadlines
• We soon realize that there is not enough hours
  in a day

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Its About Using the Right Tools

• We need tools to give us the edge in effectively
  managing our business client relationship
• We already use all sorts of hardware tools in
  running our business
• Phones
• Computers PDAs
• Photocopiers Fax Machines
• We seem to pay less attention to the Software
  tools that can help us
• Contact Management is partially social skills
  that can be greatly enhanced with the help of
  the right software product
• Business Management is mostly administrative
  skills that are highly dependent on the right
  software product
• Ideally, we can use a single software product
  that integrates the Contact Management with the
  Business Management functionality for maximum
  productivity and efficiency since the focus is to
  serve the same entities

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Advantages of an Integrated System

• Manage prospects and clients in the same
  application
• Complete history of your relationship -- see
  where you are succeeding
• Better data integrity -- information is entered
  and maintained in one place
• See overall financial status of client
• Automatic tracking of billable activities

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