How to identify future solutions and opportunities? Your power page, if used extensively, will help you to identify areas where the client may need more help or may need to purchase additional products. When you read through your notes, you will be able to pinpoint areas that will be a business pain. Customers are always happy to find solutions to potential problems if they see their value. You must do your homework on various solutions before you make any suggestions. It is too easy to just promote your own company and its products. Make sure you know how the competition fits into the picture and what they can also offer to solve that same problem. Your power page should also contain competitor information. You need to know what others are doing in the market place and what their perceived value is to your client. You need to be better informed and better prepared than anyone else. You want to make it easy for the client to choose you over others. Tighten your business relationship by following through with promises and providing value. Your power page should contain all the information you need to keep the customer. Checklists What items do you like to keep track of during visits to clients: ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ Choose one potential client and fill in the Information Plan for that company. (see item number 92 for the information plan): Contact information: ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ Sales Volume: ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ Problems the company is encountering: ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ Who are their customers and what is their opinion of the target company: ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ For your lead contact list all of the personal information you can gather (birthdate, anniversary, hobbies, other interests, clubs belonged to, etc.): ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ List 2 or 3 pieces of business you have recently lost and the reason why you lost the deal (be honest with yourself!): ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ What things can you do for the lost customer in order to keep in touch so that you may be considered when new business or projects are on the horizon: ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ What is your VALUE proposition? What do you bring to the table for your customers? How have you verified your value: ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ |
