Episode F.018 Reapproach BY Offering to Rollup Your Sleeves

Author's Notes
We are introducing a new format to our Show Notes and Broadcasts. We received feedback our podcasts are too long (average 26 minutes). The shows have been restructured into 13 minute segments - each with a specific objective. Segment 1: What the show will cover and why it is important. Segment 2: What do you need to know to take action. Segment 3: How do you apply it and the tools available, and Segment 4: Tips and Insights from our experience. Thanx for the Feedback and keep it coming.

What are Today's Topics & Why is it Important?​
What to demonstrate what you can do and build a lasting relationship that could lead to a lifetime client? Roll up your sleeves and go to work for several select clients.

Knowledge to Take Action
How busy is your calendar? If you have been idled by the shutdown and your calendar is empty or close to it - what is the impact of investing in building a relationship?

What if you selected a few high potential accounts and offered to work for a reduced fee (your costs) or work for free? If you are not selling the time why not give it away and account for it as Marketing?

What You Need to Do

1. Review your current and past client list.
2. Screen for potential to provide your full offer.
3. Reach out and make the following offer: "I enjoyed working with you and was glad to make a positive contribution. I am concerned about the impact of the shutdown on your business and was wondering if I could come work for you - for free? Given your cash situation and the challenge of bringing employees back, I am willing to help you reopen in any capacity that will make a difference. I am doing this with a few select customers and can give you XXX hours per week. Are you interested?"
4. For the intelligent customers who jump at the offer, prepare your method of doing a quantitative analysis - as you are roaming about the company look for gaps that you can close. Don't discuss the list with the customer unless they ask.
5. Prepare a proposal based on your experience that will blow their socks off - you never have the in depth analysis of a client's business like you have gained during this period.
6. When the timing is right, provide the proposal. You will never have a better opportunity with this account to close a deal. They will feel you are owed something and if your solution will make a positive difference in their competitive advantage - what do they have to lose?
7. Also based on this insight how many other current and former clients can use this proposal with?
8. And it provides you with a story and proposal to shop with new accounts.

What Do You Have To Lose?

Next Show: Close out the Week - Putting it All Together