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Raving Fans

By: Jonathan Klein

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“Raving fans” has been a buzz phrase for the last decade or so and focuses on creating over the top service to clients inspiring them to tell family friends and colleagues about you, thus leading them directly to your door. But, it’s not that simple and won’t happen overnight.

Creating “Raving Fans” should be the pursuit of all business people, but how do you make clients fans and is it all about the service? I began by considering the products or services that I do rave about. I asked myself what about that product or service makes me want to tell others. There are services or products that I use every day that do the job and do it well, but I don’t necessarily tell others about my experience. So why?

It’s likely because the product is so ubiquitous that I don’t give it a second thought. In fact, this is the biggest challenge that manufactures and their ad agencies have when publicizing everyday necessities like bathroom tissue. I’m not suggesting that your service or product has to be new to warrant “Raving Fan” status, but your approach to the client and their everyday problems must be different than it has been.

For example, consider the I-Pod by Apple. It seems like everyone has one especially if they’re under 25, and they became so popular, so quickly, that it bares asking why? I can list several reasons for its popularity, but what gave it “Raving Fan” status was it simplicity to use! If it was difficult to set up and download music it wouldn’t matter how cool the device looked, people wouldn’t buy it! All Apple products follow this very simple formula; give the client a solution to a problem and make it easy to use. The problem then I-Pod solved was eliminating the need to carry around all your CDs and thus allowing you to enjoy all your music while stored in a tiny device!

Now, ask yourself if your product or service solves a client’s problem and does it with stellar effectiveness and efficiency? Better yet, do you really know what your client’s problem is? The business world is full of failed products or services whose owners believed that if they built it, clients would come. I remember the invention of the Laser Disc, in the 1980s, a movie player that was going to replace the VCR, but failed to make a dent in the marketplace even though the quality of the picture was superior to that of a video cassette. Why? Simple, it didn’t solve a client problem!

So, are you ready to create “Raving Fans”? Do you understand your client’s problem or better yet, do you understand their pain? How will you deliver your product or service in such a way that it creates the “Buzz Effect” and turns “Raving Fans” into referral generators? I know a Realtor, who understood early on in his career that he wasn’t selling property, but rather opportunities, and so he positioned his conversation with prospective buyers around their immediate and long-term goals. For investors, he understood that the property mattered very little, what it could yield for the investor and their family was what was important! With this knowledge, he researched opportunities extensively on behalf of his prospects and clients and was prepared to respond to their concerns with resources in tow such as, painters, carpenters, cleaners, lenders and even renters. Because of his unique understanding of his client’s true pain, the desire to provide for their family, as well as being an invaluable referral source to others within his community my friend became the recipient of the rewards bestowed by “Raving Fans”.

As you work toward this goal consider the following points:
1. What is your client’s real pain? What do they want you to solve?
2. What are you really selling? Guess what, it’s not your actual product or service? Emphasize this in your marketing.
3. Commit to being a reference and referral partner to those you serve!
4. Provide immediate and ongoing contact with your client.
5. Make your product or service easy to use and when not provide incredible support.
6. Clients must never call you for updates!
7. Only serve those you can serve! If you can’t provide a win/win that gracefully walk away!
8. Always over deliver and ask for feedback!
9. Thank clients generously!
10. Entertain and reward clients!

Until my next article consider joining my weekly coaching calls by registering with this link. https://www2.gotomeeting.com/register/633060643

Article Source: http://depositarticles.com/

Jonathan Klein is a Sales expert with 25 years experience in B2B and consumer driven sales along with management and training of sales forces. In his first book "The Path To Just Being Nice" Jonathan demonstrates that nice is not just a strategy, but rather has actual processes that if you practice you can increase your "Nice Quotient" and the quality of your life. Jonathan likes to say that "Nice is one of the only renewable resources that when practiced can go on in others for ever." Reach

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