Here is the single most powerful strategy that enables you to upsell and cross-sell your services. But most #consultants overlook that opportunity. It has been a core strategy for my consultancy to grow small projects to six- and seven-figure accounts.
It’s the Business Review Advantage.
Most service providers are afraid of it. They feel that reviewing the business relationship with #clients could expose them and could bring all the mistakes, flaws, and grievances from the past back to the present.
But the opposite is true. Clients appreciate transparency, accountability, and our leadership in managing the relationship. The more mature the client, the more they value the #Business Review Advantage – and as a result will often increase work with you or refer you to their colleagues and peers.
It might already be too late. If you have not done it yet, do it now: Pre-plan 2023 with your clients.
For Corporate Clients: Budget planning season is on. You want to make sure you are a still a line item next year.
For Small Businesses: You have a little bit more time. You can do this over the Holidays. Make sure it’s already on the calendar
Individual Clients: You have a little less time. You want to do this before Thanksgiving to avoid the Holiday income drop.
If developing an account or fostering a relationship with a cross-functional department is important to you, or if you have internal clients you need to keep happy – in other words whenever there is money involved – this exercise is a must.