Every company wants to be distinguished from the marketplace competition – but sometimes it’s difficult to rise above other suppliers and be thought of as more than just another commodity.
What’s true of companies is also true of individual client-facing professionals (salespeople, account managers, project managers, etc.).
You want to be thought of as a gold mine, not just a gold-grabber.
How to become more valuable and memorable? Beside providing a great product or service, here is one way that outstanding professionals distinguish themselves with their clientele. Go beyond just a vendor/provider by becoming a value-adding resource.
- Become an advisor – your clients need expert opinion and advice on a host of subjects that are in your domain. By being well-read and well-informed (actively networking with other smart people in the field), you can be a go-to person who doesn’t just deliver a pitch, but provides helpful perspective.
- Become an informer – I don’t mean act like a tattletale; but get plugged into the current news in your industry, and regularly pass on important and up-to-date information to your clients. Two of the most powerful ways to do this is using LinkedIn updates, and sending out individual e-mails.
- Become a connector – you and your company become exponentially more valuable to the client when you connect them to other needed resources. By creating a large professional network, you put yourself in a position to help dozens of people over time – and those people won’t forget you when there are opportunities in your wheelhouse.
Living out a long-term, day-to-day commitment to add value like this will make you a valued partner instead of just a vendor. It’s well worth the effort!
Also on the blog: Networking is Gold-Mining