Business is all about providing a solution to a problem.
Dyson solved a problem for people who hate vacuums that lose suction.
Bowflex solved a problem for people who wanted to get in shape.
SUV’s solved a problem for people who wanted more room without a mini-van.
Solving Standard Problems
You solve their deadline problems by completing work on time or ahead of schedule.
You solve their budget problems by providing fair rates.
You solve their technical problems by offering various audio formats.
It’s all about figuring out exactly what your client needs, and then finding a way to provide that for them. Solve their problems, and they’ll keep coming back for more.
Go Beyond Yourself
I want to ask you a couple of questions. Think about these with an open mind. Don’t think of them from a competitive standpoint. Think of them from your clients perspective.
- A client comes to you looking for a voice of the opposite sex. Do have a list of male/female talents you can refer them to?
- A client is looking for a talent that speaks a foreign language or has a specific accent? Can you give them a referral?
- A client wants to create an explainer video. Do you have contact info for a production company that creates them?
- A client needs copywriting services. Have you got a name that you can provide them?
- A client is looking for a producer or editor to assist with their project. Can you offer them a list of potential candidates?
Value added service doesn’t have to be limited specifically to services you can provide personally. Value added service is anticipating the needs of your clients and being able to solve those problems.
If you’re worried that giving them another name will potentially cost you business, I’ll tell you right now, the only thing you’ll have to worry about is how you’ll deal with an increase in business!
Value added service is anticipating the needs of your clients and being able to solve those problems.
If you take care of your clients, they’ll take care of you.
If you haven’t got a database of other names, services, etc… you might want to consider starting one.
QUESTION: Do you offer referrals to your clients when they ask? Or do you just tell them you can’t help them?