I have had two clients who have told me they chose me because they thought I was "friendly" because that's the impression they got from my website. Almost like I had built a repoire with them before we even started.
Mind you, they are both as reclusive as Howard Hughes, and paranoid.
I have also had one that told me he only works with people he likes
So personality has a lot to do with it
Not sure where that fits in to the old AIDA principle of selling Attention, Interest, Desire, Action
-- Edited by Wella on Wednesday 9th of May 2012 05:39:04 PM
Another interesting snippet that I've come accross.
Studies show that it is a combination of three reasons that gets from initial interest to another client :
1) Quality of service
2) Value for Money
3) Chemistry
The first is obviously word of mouth.
The second is one's competitive position comparative to other equivalent offerings in the market place
But the third relates totally to whether the person hiring a professional likes you and finds it easy to talk to you.
Combined with the other thread that I just posted about being part of as many clubs, associations and societies that you can find addresses for I think that we've all got a lot of socialising to do to hone our people skills and start growing our businesses.
happy hunting people.
kind regards,
Shaun.
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Shaun
Responses are not meant as a substitute for professional advice. Answers are intended as outline only the advice of a qualified professional with access to all relevant information should be sought before acting on any response given.
I think - and I may be very wrong - that it has a lot to do with whether or not the client feels comfortable with you. For me, personally, I think my advanced years also helps, particularly as most of my clients are also no spring chickens.
I think my fixed price has attracted most of my clients, but like others have said people do business with people they like, and the reason for picking up the phone isn't always the same as the reason for signing the contract.
I think my fixed price is the worm and my personality, and laid back outlook with clients is the hook. Does that sound conceited?
I'd pretty much agree with Shaun. Chemistry and flexibility seem to be important to my clients. When I say flexibility I mean the fact I'll meet them outside the normal 9-5 Mon - Fri. By definition most of my clients are self-employed, so appreciate the fact I'll meet the up to 8pm at night and weekends.
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Tony
Responses are intended as outline only. Formal advice should be sort from your Institutes Technical Department or a suitably qualified Accountant.
Interesting! I'd add confidence. Last night I had a visit from a professional who appeared to lack a little confidence, especially when communicating fees! I haven't doubted his ability, but it made me wonder if I should look elsewhere.
I think confidence and personality play a big part in winning clients over. To try and find their level and not be condescending. I know within 5 minutes of an interview, whether I will fit in with their business, hence I have 4 clients who I have been doing bookkeeping for over 30 years. There are others that I will not entertain because I know I would not be happy working with them. I must confess that about 80% of my client base has come from word of mouth so confidentiality plays a key roll in forming a good relationship with a client, especially if you want to keep them.
