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How can you effectively communicate the benefits of your expanded services to existing clients?

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As a consultant, you may have developed new or improved services that can add more value to your existing clients. But how do you communicate the benefits of your expanded services without sounding pushy or salesy? In this article, we will share some tips on how to effectively convey the advantages of your additional offerings and generate more referrals from your current customers.

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Vansh Lakhina

McKinsey & Co. | Cleared CFA L1 | IIM Bangalore (Director's List) | University Gold Medalist | ex EY
Carlos Franco Cruzado

Experto en Optimización de Costes para Empresas

1 Know your clients' needs and goals

Before you pitch your expanded services, you need to understand your clients' needs and goals. What are their pain points, challenges, and opportunities? How can your new or improved services help them achieve their desired outcomes? By doing your research and asking the right questions, you can tailor your message to address their specific situations and show how your expanded services can solve their problems or enhance their results.

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Carlos Franco Cruzado

Experto en Optimización de Costes para Empresas
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En mi opinión, destacar casos de éxito anteriores, demostrando cómo he conseguido impactar positivamente en otras empresas, ayuda a reforzar la credibilidad. Además, mostrar cómo mis servicios se adaptan a las necesidades específicas del cliente y ofrecer pruebas o análisis detallados sobre el ahorro potencial, fortalece el argumento. Es esencial establecer una comunicación abierta, ofreciendo soluciones flexibles y adaptadas a las circunstancias cambiantes del cliente. Enfocarse en el valor agregado y la mejora continua de la eficiencia es clave para persuadir a los clientes existentes sobre los beneficios tangibles de los servicios ofrecidos, como, por ejemplo, una media de ahorro del 15-20% de los gastos generales.

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2 Highlight the value proposition and differentiation

Once you have identified your clients' needs and goals, you need to highlight the value proposition and differentiation of your expanded services. What are the benefits and features of your additional offerings? How are they different from or better than your competitors' or alternatives' solutions? How do they align with your clients' values and preferences? By emphasizing the value and uniqueness of your expanded services, you can demonstrate your expertise and credibility and persuade your clients to consider them.

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Piero J. Urbina M.

MSc. Sistemas de la Calidad ? Ing. Industrial ? Coach Ontológico Lean Six Sigma ? Gestión de Procesos de Negocio ? Kaizen ? Gobernanza Estratégica ? Lean Management ? Normas ISO ? LinkedIn TOP CONSULTING VOICE
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Considero que si bien se puede tener una propuesta de valor general, se puede desarrollar una propuesta de valor personalizada, es decir, hecha a la medida. Por eso se requiere conocer al cliente y en función a sus verdaderas necesidades proceder con la propuesta.

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3 Use stories and testimonials

Another way to communicate the benefits of your expanded services is to use stories and testimonials from your previous or existing clients who have used them. Stories and testimonials can provide concrete examples and evidence of how your expanded services have helped your clients achieve their goals, overcome their challenges, or improve their situations. They can also create an emotional connection and trust between you and your potential clients. By sharing stories and testimonials, you can show your clients the impact and results of your expanded services and inspire them to take action.

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4 Offer incentives and discounts

One of the challenges of communicating the benefits of your expanded services is to overcome the objections or resistance from your clients. They may be reluctant to try something new, switch from their current providers, or pay more for your additional offerings. To overcome these barriers, you can offer incentives and discounts to your existing clients who are interested in your expanded services. For example, you can offer a free trial, a money-back guarantee, a bundle deal, a referral bonus, or a loyalty reward. By offering incentives and discounts, you can reduce the risk and increase the value of your expanded services and encourage your clients to give them a try.

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Vansh Lakhina

McKinsey & Co. | Cleared CFA L1 | IIM Bangalore (Director's List) | University Gold Medalist | ex EY
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The best way to highlight your expanded services is by showcasing. It can be in the form of: (1) Whitepapers (2) Add on services to existing engagements to showcase the effect of your work (3) Examples and case studies from your work at other firms

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5 Follow up and ask for feedback

After you communicate the benefits of your expanded services to your existing clients, you need to follow up and ask for feedback. You can send them an email, a phone call, a survey, or a meeting request to check in with them and see how they feel about your additional offerings. You can also ask them if they have any questions, concerns, or suggestions about your expanded services. By following up and asking for feedback, you can show your clients that you care about their satisfaction and improvement and address any issues or gaps that may arise.

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6 Ask for referrals

Finally, if your existing clients are happy and satisfied with your expanded services, you can ask them for referrals. Referrals are one of the most effective ways to grow your consulting business and reach new clients. You can ask your existing clients to introduce you to their network, write a testimonial, or share your content. You can also provide them with some tools or resources that can help them refer you, such as a referral link, a landing page, or a brochure. By asking for referrals, you can leverage the trust and reputation of your existing clients and expand your client base.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you effectively communicate the benefits of your expanded services to existing clients?

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2

3

4

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1 Know your clients' needs and goals

2 Highlight the value proposition and differentiation

3 Use stories and testimonials

4 Offer incentives and discounts

5 Follow up and ask for feedback

6 Ask for referrals

7 Here’s what else to consider

Consulting

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How can you effectively communicate the benefits of your expanded services to existing clients?

1

2

3

4

5

6

7

1 Know your clients' needs and goals

2 Highlight the value proposition and differentiation

3 Use stories and testimonials

4 Offer incentives and discounts

5 Follow up and ask for feedback

6 Ask for referrals

7 Here’s what else to consider

Consulting

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感谢您的反馈

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