I have discussions all the time with clients about how to create that 6-figure business they want.
And one of the things we discuss is the need to build a team to help make that happen.
After all, you need the right tools to build a sturdy house, right? So, as I tell my clients, having a strong support team will allow you to devote more of your time to marketing, bringing in new clients and business development.
Your business grows, your team members profit, and your clients benefit by having access to more resources to help them accomplish their own business goals.
It's a win-win.
But wait...
not so fast, my friend.
It's one thing to bring in new clients with the understanding that you have a team who will be supporting them, and that it's not just you.
If they've never done business with you any other way, they are generally pretty accepting and respectful about it.
But what about your existing clients- the ones who have been with you for a long time, maybe since the very beginning of your business? They've grown accustomed to having you handle their work, and they may have a hard time giving up that personal attention.
So how do you get your long-time, loyal clients to accept someone else handling their projects when what they really want is you? First, talk to them.
Explain to them that your business is growing, and you are adding a team in order to ensure that the high-quality service they have come to rely on will remain consistent.
Clients want to know that they are not being abandoned.
Tell them that you are still committed to them and their business success.
Let them know that while you may not be handling the day-to-day activities for them, the relationship you have with them is very important to you, and you will continue to supervise their account to make sure they remain a satisfied client.
Next, listen to their concerns, if they have any.
Understand that some people have a difficult time with change, especially when they're not sure how it's going to affect them.
Give them an opportunity to voice their concerns, and address each one of them with compassion and honesty, giving them the assurance they need in order to feel like they are still going to be a valued client to you.
In some situations, you may even want to introduce your client to the team member or members who will be taking over their tasks.
For some clients, simply having this human connection will go a long way in maintaining that level of confidence in your company.
And finally, give your clients plenty of advance notice about the changes in your business.
Even before you have your team in place, you might want to give them a heads up about your plan.
Make sure you have your plan in place first, though.
Talking to your clients about the changes before you have a clear picture of how and when it's going to happen may backfire and come across as an unstable situation in the client's mind.
One last note.
You may have special clients that you want to continue serving personally, or a particular project you enjoy working on and would like to keep for yourself.
That's okay.
You can do that.
It's not an all or nothing deal.
Your goal is to transition most of the client work to your team, and do it in a way that gives your clients the confidence and assurance they need to stay with you.
And one of the things we discuss is the need to build a team to help make that happen.
After all, you need the right tools to build a sturdy house, right? So, as I tell my clients, having a strong support team will allow you to devote more of your time to marketing, bringing in new clients and business development.
Your business grows, your team members profit, and your clients benefit by having access to more resources to help them accomplish their own business goals.
It's a win-win.
But wait...
not so fast, my friend.
It's one thing to bring in new clients with the understanding that you have a team who will be supporting them, and that it's not just you.
If they've never done business with you any other way, they are generally pretty accepting and respectful about it.
But what about your existing clients- the ones who have been with you for a long time, maybe since the very beginning of your business? They've grown accustomed to having you handle their work, and they may have a hard time giving up that personal attention.
So how do you get your long-time, loyal clients to accept someone else handling their projects when what they really want is you? First, talk to them.
Explain to them that your business is growing, and you are adding a team in order to ensure that the high-quality service they have come to rely on will remain consistent.
Clients want to know that they are not being abandoned.
Tell them that you are still committed to them and their business success.
Let them know that while you may not be handling the day-to-day activities for them, the relationship you have with them is very important to you, and you will continue to supervise their account to make sure they remain a satisfied client.
Next, listen to their concerns, if they have any.
Understand that some people have a difficult time with change, especially when they're not sure how it's going to affect them.
Give them an opportunity to voice their concerns, and address each one of them with compassion and honesty, giving them the assurance they need in order to feel like they are still going to be a valued client to you.
In some situations, you may even want to introduce your client to the team member or members who will be taking over their tasks.
For some clients, simply having this human connection will go a long way in maintaining that level of confidence in your company.
And finally, give your clients plenty of advance notice about the changes in your business.
Even before you have your team in place, you might want to give them a heads up about your plan.
Make sure you have your plan in place first, though.
Talking to your clients about the changes before you have a clear picture of how and when it's going to happen may backfire and come across as an unstable situation in the client's mind.
One last note.
You may have special clients that you want to continue serving personally, or a particular project you enjoy working on and would like to keep for yourself.
That's okay.
You can do that.
It's not an all or nothing deal.
Your goal is to transition most of the client work to your team, and do it in a way that gives your clients the confidence and assurance they need to stay with you.
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