Do you know the first thing to do when you come off client work?
16/11/2016 11:19 AM by
Here are the first things you should do EVERY time you come off client work:
- Get a reference from the last client
- It is a good way to check the client is happy
- If your company is a Microsoft Gold Certified Partner, these references can lead to competencies such as Custom Development Solutions and ISV/Software Solution
- An example of what to say to the client is: "We are a Microsoft Gold Certified Partner and I would like to submit a short description of the project to Microsoft, you will receive an email from Microsoft asking you to approve the reference. How does that sound?"
- We would also love a testimonial to add to our website. Would you be happy to give a testimonial for the work we've done for you? Can you please email it to me?
- If there is going to be further work down the line, ask to pencil in a booking for say a month's time or so, so that you don't get too booked out by other clients.
- The next thing to do is to call your last few clients. You should always be in contact with them at least every 6 months
- Before the call always prepare.
- Refresh your memory about the company, project and contact before calling (have a look at their website; have a look at their competitors etc.)
- Check the upcoming events (Check the calendar on the Home Page to see what's coming up)
- Know the topic of the upcoming user group
- Draft out some suggestions in an email (don't send yet)
- Decide on what value-add opportunities you are going to offer them. Some examples:
- A relevant and useful URL of an article
- Mention something relevant to their project from a User Group presentation you saw
- Maybe you can also invite them to a free Tech Breakfast
- Maybe an upcoming User Group would be useful. It's a good place to have free training, and to build contacts and socialize (lots of IT managers and developers). Email the User Group link
- Ask them about their website. See if any work needs to be done - Mention the need for maintenance
- Call and chat to them about the work you did with them. Ask how everything's going, and if the application was successful
- If yes - great, see what else you can do.
- If not - then find out why (was it a technical issue, or the app not meeting the business needs) and offer to improve it. You can offer them a free consultation with one of our account managers.
- Take some notes on what they liked about the solution.
- Always ask if they know of some other projects we could help them with, or if they know of anybody that may need some software development gurus.
- Send a follow up email
- Send an " as per our conversation". Include some of your notes, a thank you for the time, and CC the Account Manager. If they were interested in a consultation, then ask the Account Manager to follow up
Do you feel this rule needs an update?