In recent research, buyers of professional services were asked, “What are the most important things consultants and professionals can do to influence whether you work with them or not?”
Their answers were surprising…
36% Said Communication
22% Said being Effective at providing solutions
17% Said Costs
17% Said Experience
17% Said Personal characteristics like honesty and friendliness
That is terrific news if you leverage it. You have ABSOLUTE control over how you communicate and less control over things like cost and your experience level.
So, let’s touch on how these buyers identified good communication, in order of priority:
- Follow up
- Being a Good listener
- Clear and concise conversation
- Gets back to us in a timely manner
- Answered my questions and did not evade
- Asked good questions
How would you grade yourself on these characteristics… better yet, send out a survey to your clients and have them grade you!