Good communication in business services firms can make or break a sale. When you market your company and services, the only thing a prospective client cares about is what you will be able to do for them. Clearly communicating that with them isn’t as simple as displaying a list of services. It involves give and take and a thorough understanding of the prospects in your marketplace.To apply the principles of good communication, you can start by learning as much as you can about your prospects. Understand their desires and their pain. Identify their needs and prepare for your meetings accordingly.You can anticipate generic problems that your prospect might have, not just company specific ones or problems inherent in the industry. Your client expects you to be ahead of that curve. If you are pitching a new service to an existing client, can you communicate how you might help the customer become an internal problem-solver or address pandemic challenges. You can actually help transform your client’s liability into an asset through quality communication.In some industries clients might be afraid that they’re not working with the newest equipment, or perhaps they feel they can’t increase product production speed and efficiency. Another fear that clients experience is the fear of lagging behind, not being able to match their competitors or serve their customers with the best products or services. There could be a fear that they won’t be able to apply state-of-the-art information systems, improve client communications, or have a market-savvy web site. These fears can be allayed by offering the value of your perspective along with open, clear communication.Another difficulty common in sales situations may be the need to overcome hidden decision making. This is an excellent example of the need for communication in business services firms. A firm’s strategy must include a systematic approach to finding out what the decision makers won’t reveal on their own. Do you know who is the real buyer of the service or product you are selling? Who is the real user? When are the decision maker and the person the company sent to the sales meeting actually the same person? Having clear communication with your sales team and with your prospects will alleviate the tangle that can result from the absence of this information.The way you sell products and services should directly reflect the way you work internally. Where it’s appropriate, you may want to propose regular meetings with your team and include budget reviews as items on the agenda. Likewise, you’ll want to make the buyer feel just how assiduous you are in keeping them aware of what is happening and how much it is costing. This level of communication is uncommon in business services firms, but it can make or break the future of your client relationships. Your investment in communication will translate directly to your bottom line.
Running a small business can be very rewarding. In most cases, the small business owner starts with a dream and turns that dream into a reality with sweat, tears, money and lots of late nights. While making money by doing something that you are passionate about can be a dream come true, most do not dream of doing taxes and managing payroll. As business increases, handling these tasks can become even more overwhelming than the stages of planning to start the business. Outsourcing some of those mundane responsibilities will allow the owner to focus on the main area of expertise, giving attention to customers which will ultimately grow the business. Let’s face it, a plumber is an expert in plumbing. However, a plumber needs to use a computer to keep track of all business dealings. When the computer crashes, should the plumber try to fix it himself? Or let an expert repair it? A community planner running a non-profit would probably want to focus on writing grants instead of dealing with payroll.There are companies that offer these kinds of services to small businesses. The services can be as simple as an Information Technology (IT) service that will help the business owner with computer and telecommunications issues or as complex as running all aspects of the business including payroll, human resources, benefits, and legal concerns. The purpose of these business services are to allow smaller entities to run as smoothly as Fortune 500 companies without having to spend a fortune. America was built on the premise of entrepreneurship. With an expert handling the hiring and firing, payroll, benefits, tax code, legal issues and things of the nature, smaller businesses are more likely to stay open for business and continue the entrepreneurial spirit of what makes America so awesome.To determine the scope of the small business services needed, ask a few questions. Is your business stationary or mobile? Is travel out of state or country necessary? Are there multiple employees? Does the business provide healthcare benefits for the employees? Is the mode of communication with customers efficient? Answering these questions and questions like these can help determine the needs of the business.Whether it is allowing an expert to handle aspects of the business that you are not that great or delegating tedious responsibilities to capable hands that the time can be dedicated to other projects, small business services can be very beneficial. No matter how big or small the task at hand is, delegating those tasks to a reliable and credible entity can only improve how business is done and increase productivity. Increasing productivity means increasing profits.