Laraine Callow founded Deafworks in 1989 and she is still here inspiring others. Deafworks has around 650 clients.
1) Look after them
Easier said than done but do it! Every business owner knows that it makes sense – and it is cheaper – to look after your existing customers than it is to look for new ones.
2) Use their language
Every business has their own buzz words and jargon. Use them. (of course, if you don’t know what they mean or you feel uncomfortable then don’t use them) I talk to a social worker in a very different way from a charity CEO.
3) Understand what their needs are
And it won’t be what you think they are, either! Listen to them with your mind and heart as well as your ears and eyes. Stop thinking about what you are going to tell them next. Focus on them!
4) Stop trying to prove yourself
If the client wants to know more about you, they’ll ask you! They obviously have approached you already for a reason. Find out what it is and you’re half way there. If the client has contact you then they’ve already bought into you.
5) So don’t kibosh it!
If your client is interested in you don’t spoil it by saying something they don’t want to hear or are not ready to hear.
More tips coming soon…
Are you a deaf business owner and need advice? (hopefully you are making full use of your local BusinessLink) Drop Laraine an email.
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