The proper assessment of a service, unlike tangible goods, usually must take into account the impact of its performance on the client’s business.” This emphasises the need for your firm to reduce uncertainty in order to aid the decision making process.Įxamples of this may include the use of testimonials, case studies or a satisfaction guarantee to provide extra reassurance to your client. The feature states “A professional service must make a direct contribution to the reduction of the uncertainties involved in managing a business. What then should a buyer or seller of business to business services keep in mind? According to the Harvard Business Review the answer to this question lies in the three basic concepts of: As a result, you need to be aware of how a decision appeals to their rational and emotional needs so the decision feels right. Therefore, the nature and importance of your business relationship with them is really important as it is effectively more of a long term partnership than a transactional relationship. However at Mischievous Marketing we would argue that even with a procurement strategy which is very logical, owners, Directors and Trustees still listen to their gut feeling in their choice of suppliers. Many of the decision making processes for corporate clients are still very similar and there is often the assumption that organisations are swayed more by rationale rather than emotive factors. Mischievous Marketing is working with Financial Advisory firms who are successfully working with SME Business Owners, Directors and Charities.
#Building your client base how to
This article uses some ideas which have been applied to financial advisers, so you know how to appeal to them. If you want to sell your financial service advice to corporates, then this article based on a feature from the Harvard Business Review is ideal for you. This week’s blog looks at how buying decisions are made from an organisational rather than an individual perspective.
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