Tips for becoming intimate partners with your clients (i)

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Engaged in the design industry has been enough for ten years, from the original network novel writers to the current chief creative director, the road is bound to be extremely tortuous. Looking back on the past, even oneself will not think of the present life and working state. In this many years of practice, I also summed up a number of experiences and experience, do not dare to enjoy themselves, now take out to share with you, hope to give you some inspiration and reference.

Now, many designers in the design industry are complaining that customers are so tough, how hard their work is, how difficult the case is, but it seems that few people from their own point of view to find the problem, so also led to this state has been continued, and thus entered a vicious circle, into the design and design. Therefore, many design individuals and small companies are difficult to further expand services, has been wandering in the food and clothing line, which is why there will be "art is actually migrant workers," the reason for the argument.

In order to make our article look more reading level sense, we summed up 10 of experience for everyone to refer to, if you have different opinions or experience, please take out together to discuss. In order to interpret these views more vividly, we take a website case as an example.

A good enough preparation to win your intention of the customer

Now a lot of small design companies, and local enterprises and institutions are basically fixed, how to gain market share, so that their design services from the fore, itself is a matter worth thinking. But many small design companies seem to do not enough in this regard, resulting in a lot of time their intention in the end of the customer or did not choose their own services and choose other peer services. Of course, this does not rule out some objective factors, such as your service is indeed worse than other companies. When more is the case, we are not ready at all. Is the so-called "know each other, the invincible", you really determined that the intended users have enough understanding?

Please compare the following to see if you are prepared to do it well:

(a) If the price to convince your customers, then you are absolutely the opposite.

For this, many design companies will know beforehand, otherwise they will not be their intended customers. But in many cases, what we have done is not enough, just a little superficial. Most design companies are looking at their customers, and most of them focus only on the profitability and the size of their production and sales, that is, just consider whether the customer has the ability and the spare money to accept design services. For example, we are a network design services company, we provide some services such as website development, a lot of people in the investigation of the most consideration is the size of the customer's business and profitability, and then according to these grasp the situation to develop a set of programs, that is, this package is based on the strength of customers to develop, For example, the customer may accept 5000 yuan to do a website, then in the quotation will be based on the price of 5000 yuan to recommend their services to customers.

I have to say that the basis is very one-sided, very superficial, and even some groundless. Because you can not fully understand the company's profitability, customers will not be able to show you the financial statements to see, not to mention some customers are still very low-key, only from the surface to judge clearly biased, once we estimate the error, I am afraid that the customer refused is inevitable.

In fact, many design companies are the starting point of their own problems, they often ignore the customer's cognition and the Independent judgment of the customer, if the customer does not have to do a website demand, even if you say that the hype, customers will not buy; If the customer has to do the demand of the website, What they care about is not how much the site is going to cost, but what they are more concerned about is whether the design companies will be able to stand out and help them improve their effectiveness. Therefore, when we are preparing the solution to the customer is not focused on the price and service of other companies to do comparisons, but should focus on the customer's thinking angle. This will allow customers to feel highly respected, so that you have a good impression and readily accept your service, as long as your design service is not too bad, customers will generally be pleased to accept.

For example, we fancy a dress, when the salesman in the introduction of this dress to emphasize how cheap it is, buy it will save a lot of money for us, then I will never buy this dress again. Do I not see the price myself? Do you insist on price, is it implied that I can only buy this price of clothing? Although this example is biased, but sometimes the price will make the customer feel embarrassed, even let the customer doubt your service strength! Of course, we do not rule out that some customers are actually running the price, But this kind of customer certainly will not have what big act, estimated several years not in the design service to consume how much, such customer does and does not actually have no meaning.

(b) Have you got a good understanding of your customers ' business?

The business of the customer is not necessarily within our scope of knowledge, and it is unwise to talk to customers as an outsider. If you know nothing about the industry your clients are engaged in, how can you trust your customers to do it? How can the customer trust you to do the service that is provided to them? Therefore, we suggest that you go to see customers, the best or first of the customers engaged in the industry have a general understanding, so as to obtain the customer the greatest trust.

In fact, many customers are engaged in the industry is very small circle, ordinary people do not understand their industry is also reasonable things. The customer certainly understands this truth, but your knowledge of his industry is not enough, only to let customers think you are not rich in the experience of the building, at least you do not have to do their industry site, because of distrust of the perception of their site is not to you to make it is reasonable.

We can also change another way of thinking, if we are in the customer's industry has some understanding, customers will certainly think you are a rigorous formal design company, you must have done before the full preparation, you must have a wealth of service experience. Even if you leave these aside, at least your approach makes them feel valued and respected, and they will repay you with the same weight of respect and trust.

We all know that when we talk about the work we do, we will be eloquent, Kua kua yarn, because we are engaged in the work is the most familiar, most of the right to speak, we can clearly see from the eyes of others to admire the eyes, this feeling is very pleasant. Customers are also like this, they are talking about their own things always cheerful, if you have mastered the customers engaged in some of the industry information, then talk with them is bound to be very joyful, this is to cast it! I'm sure there's absolutely no silence between you and the client, Even the client has a great deal of trust in you just because of this joyful conversation.

In addition, know that the customer is engaged in the industry information also has a benefit, that is, we have enough knowledge of an industry, it is inevitable that the industry will produce some personal insights, if this insight for customers is very fresh, thoughtful depth, then you will only make customers surprised, They may even have this illusion: if you do not work with you must be a mistake! For these we are no longer long-winded, a little pondering should be able to understand my meaning.

In fact, we all have this understanding in reality: some seem to know some things, no matter what can be with others on the two lines of salesman, it brought the business volume is always top-notch, which is the same as what we say is the same truth.

(c) Do you understand the age level, education level, aesthetic tendency and so on of the client staff?

This is a problem that many design companies tend to overlook, but it is good for us to have an intimate relationship with our customers.

First of all, you should at least know the client legal person's age level, education level, aesthetic tendency and so on? Your service can be accepted by the customer, the client legal person is absolutely accounted for most of the proportion, even in some not too large companies, the decision of the client legal person is his company's decision. ok! This, we all know. But did you really do the analysis from these levels?

1. The age of the client legal person determines what kind of service he has for colds

An old man and a young man are bound to have two completely different feelings about the same thing, and what they like is never the same. If our client legal person is older, we had better try to maintain a more stable style, and provide them with the program to be real, at a glance, so that they feel really, safe on it, avoid rhetoric, keep the imagination of some of the eyes can not see, touch things; If your client legal person is younger, then you should use a different strategy, you should show the vitality of your company, so that they do not have a generation gap between peers, must be easier to communicate. The general young people for the future are a lot of longing, then you look forward to a better future, more talk about some sentimental things, perhaps more easily touched them.

2. The level of education of the client's legal entity determines what services they will be more interested in.

A person with a higher education and without formal education certainly has a completely different view of the same thing, for example, some of the breakout families prefer to take some of the talk of the river, while a highly educated person is more inclined to some college-style talk, A society-honed person tends to talk more deeply, while an inexperienced person is more likely to have a fresh conversation when he talks ... There's no need to elaborate.

3. The aesthetic tendency of the client body determines the program you offer

Everyone's aesthetic tendencies are different, for example, some people are more inclined to the traditional aesthetic point of view, while some people tend to the bourgeois aesthetic view, and some people tend to compare the aesthetic personality, and these are should be considered, so you do in the program can be cast, do every vote must! If your client is a by-product, , it does not receive much education, there will be no high aesthetic tendencies, if you provide him with a very simple, very fashionable design, I am afraid he will feel very ugly, but if you make your design plans to do colorful, colorful but more can get their approval

4. In addition, you should also try to understand the customer's other senior staff

Why do you say that? Because in many customers ' companies, many things like this don't directly affect the company's effectiveness, the legal person is generally happy to take it out with others, so many of the possible democratic vote in the form to decide whether your plan is appropriate. This kind of democratic vote is a common phenomenon in many companies, because your service does not directly affect the operation of the client, so its legal person will gladly pull it into the realm of democratic decision, is also a good way to improve their image and prestige.

In a comprehensive perspective, we must have a good understanding of the above four points before we deliver the solution. This can make us more confident, more certainty to win our customers, to ensure that our program can be ok! this not only enhance our professional good image, but also to a large extent improve our efficiency!

All right, let's talk about this today, tomorrow and the whole topic, stay tuned!

Original Author: Sub-cold Interactive vision

Original address: http://www.xmlas.com/with-client-become-partners-1.html (zi Cold Interactive Visual original, reproduced please keep the original link)