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Do You Tell Your Clients Every Service Or Product You Have?

By Jim Symcox on Feb 20, 2008 in Marketing, Marketing Message

I arrived back home today to find the Royal Mail had left a gift outside my front door.

It was a box of products from a coaching client. It was as a thank you for the way I’d raised thought provoking questions in her mind that she knew would help her organisation. I immediately rang to thank her. So thanks again Val, it’s great to be appreciated.

I’ve introduced many clients to different concepts. And I’m always pleased when that happens.

Funnily enough I’ve another client who I’m helping with some marketing – sales letters and follow-up actions. And we’ve known each other quite a while. In fact we consider each other friends. I was talking about someone else we both knew and I told him that I would be coaching him on Thursday. At that he sat back in astonishment and said he didn’t know I was a coach.

He asked me if I’d been coaching him during our calls and meetings. To which I replied, “Yes, absolutely.”

After all there’s no point in giving your client only the stuff they’re paying for if just using that wont give them all the results they should have. So if someone needs coaching to achieve a better result with what I’m doing with them…

Guess what?

I’m going to coach them so they are comfortable and understand exactly how to best use what I provide.

Interestingly, I love to describe an opportunity matrix, which Peter Thomson used to call “Windows of Opportunity”, where you list all the products you have and also the clients you work with in a matrix.

Then you put a cross in each box where a client has bought the product. You can show the results to each client. They see what else you have to offer and also what others are buying from you.

Should I have told my client I was a coach as well as a marketing evangelist and possibly the coolest guy on the planet?

Yes! And the Opportunity Matrix would have been a great way of doing exactly that.

To get an excerpt from my book where I describe how to construct The Windows of Opportunity please fill in the form after the tags.

Val, don’t worry you’ll get a copy of the book, as promised. I’m actually revising it at the moment to incorporate blogging and other social media aspects of the Internet and the third edition will be for sale on the blog in due course.

IceRocket tags: Marketing, Windows of Opportunity, Opportunity Matrix, How To Leap Ahead Of Your Competitors, coaching