In part seven of his series on profitable practice management, Steve Billingham looks at how to establish what clients need, want and value.
Understanding what it is that clients truly value about your service is the cornerstone to your ability to develop a compelling proposition that you can charge a premium price for. It is also the starting point for creating key messages and copy for your website and marketing materials. Feedback So, what do your clients want from you? The feedback from consumer research carried out some time ago by the Financial Services Authority, as part of its study into treating customers fairly, showed that consumers want the following: • Clarity of offer • Delivery of promises • Someone who ca...
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