Expanding Relationships With Existing Clients
0 likes3,626 views
The document outlines strategies for expanding relationships with existing clients, emphasizing the importance of understanding client needs through thorough research and active listening. It highlights key elements for building trust, such as credibility, reliability, and empathy, and stresses the necessity of effective communication tailored to different personality types. Additionally, the document underscores the significance of client service and innovation in maintaining client satisfaction.
Expanding Relationships With Existing Clients
- 1. Expanding Relationships with Existing Clients Cordell M. Parvin http://www.cordellparvin.com
- 5. How Do You Do It 5
- 6. Know Your Client Research the Client Website/Online Research 6
- 7. Know Your Client Research the Client Annual Report 7
- 8. Know Your Client Research the Client Industry Publications 8
- 9. Know Your Client Research the Client Competitors 9
- 10. Know Your Client Research the Client Listen Carefully 10
- 11. Build Confidence Client Tour of Office 11
- 12. Build Confidence Go to Their Office 12
- 13. Build Confidence CLE and Other Training 13
- 14. Build Confidence Client Surveys 14
- 15. Ask - Don’t Tell Key = ask about their business problems, opportunities, and internal and external changes - listen, listen, listen for your opportunity to help 15
- 16. What Clients Care About Achieving Their Goals 16
- 17. What Clients Want Focus on Client Service 17
- 18. What Clients Want Survey’s of General Counsel 75% of Fortune 1000 clients not satisfied - reasons Poor Client Service Cost Inefficiencies 18
- 19. What Clients Want Recent studies/surveys of corporate counsel – Legal expertise is assumed – Focus on • Industry, Company and Client Representative • Responsiveness • Innovation 19
- 20. How to Begin? Ask Are you ecstatic with service we are providing? 20
- 21. How to Begin? Ask What could we do better? 21
- 22. How to Begin? Ask What is going on in your business that we should know about? 22
- 23. How to Begin? Ask 23
- 24. Building Rapport Building rapport essential to building trust and long term relationships Our responsibility to understand client’s personality and communicate effectively 24
- 25. Building Rapport Three Aspects Personality type How they speak and receive information Empathy 25
- 26. Building Rapport - Temperaments Control Analytical Driving Under stress Under stress Autocratic Avoid Ask Tell Amiable Expressive Under stress Under stress Acquiesce Attack Emote 26
- 27. Building Rapport - Communication Visual Learners – Showing Aural Learners – Telling Kinesthetic Learners - Experiencing 27
- 28. Building Rapport-Empathy 28
- 29. Building Trust 29
- 30. Building Trust Components of Trust TRUST = C + R + I S C – Credibility R – Reliability I – Intimacy S – Self-orientation 30
- 31. Cross Educate Identify Target Market 31
- 32. Cross Educate Identify Clients 32
- 33. Cross Educate Identify Firm Clients 33
- 34. Cross Educate Identify Potential Clients 34
- 35. Cross Educate Identify Kind of Work 35
- 36. Cross Educate Identify “Go To” areas personal interest 36
- 37. How to Win Trust Trust Must Be Earned 37
- 38. How to Win Trust Grows Over Time 38
- 39. How to Win Trust Both Rational and Emotional 39
- 40. How to Win Trust Personal 40
- 41. It Takes Time Have Patience 41
- 42. BUILDING TRUST 42
- 43. Summary Research the client and its market Listen to the client’s needs, ask educated questions 43