What Clients Really Want—It’s Not the Best Price!
6. Proven Success with Clients
As mentioned in point No. 4, your successes need to be trumpeted. As you move through your business and you experience successes, it is important to compile those successes, ask for referrals, get letters of recommendations and archive those in a presentation format for future clients.
7. Ability to Measure ROO and ROI
Promotional products campaigns that have a built-in form of measurement have a far greater appeal to the end-buyer. Marketers now are having their compensation packages affected by their ability or inability to show measurement. Drilling down deeper beyond ROI (return on investment) is getting to the core and ROO (return on objectives) is when your measurement can determine the total return on objectives met. Then your programs are perceived as much more valuable.
8. Clear Articulation of Your Vision
What is your company’s vision? Is it clear? What exactly do you do? Clients want to know so they can make a determination if you fit their culture and the way they think. Know your vision, be sure that your staff knows and that they can articulate that vision on their own.
9. Resources to Grow with the Company
Do you have substantial capital in order to grow your business effectively? Are you partnering with the very best suppliers that are fiscally responsible and have the resources to grow?
A friend of mine told me she lost $1 million client because the client wanted her to create a corporate store. When she said she hadn’t done that before but would research it, the client responded “we are not interested in someone who is going to walk through the door with us. We need a partner that has the resources and know-how to take us by the hand and lead us down the road.” Do you have the resources?