Читать книгу Never Say Sell - Tom McMakin - Страница 55

Using the seven elements as our guide, engaging more deeply with an existing client should be easy.

1 Clients are already aware of our firm.

2 Clients understand what our firm does.

3 Clients have an interest in us because we're already helping them on a project.

4 Clients respect our work, meaning we've earned credibility as they know we'll get the job done.

5 Clients trust us because in ways large and small, we have demonstrated we have their back.

You should only have to wait until:

 They have budget and are able to pull the trigger on new projects.

 They have support organizationally and are ready to pull the trigger.

Sadly, it's not that easy. You pole-vaulted over the high bar once to win the work, but now you're running 1,000-meter hurdles.