In today’s episode, we are discussing client relationship and management. We explore the journey you go when you are in a personal relationship and how comparable that is to the journey you go on in a client relationship - from the first meeting to keeping the relationship fresh.

I am joined by Mark Young, author of the book ‘Date Your Clients” to dig into this further.

Time Stamp

[01:45] How did the title ‘Date Your Clients’ come about for your book?

[07:07] The first prospect meeting 

[08:00] Consider the first impressions at your first meeting

[10:35] How do we move a prospect along the customer journey - to close the deal?

[14:30] Don’t just chase money! Focus on fit first

[15:30] The importance of trusting your instincts

[16:20] Advise on keeping and growing existing clients

[21:10] Building equal partnerships with clients (rather than the imbalanced customer- supplier relationship)

[22:00] What can we do to bring relationships back on track?

[27:30] The importance of balanced feedback

[28:27] If you could go back in time and give your younger self, just starting out in business, a piece of advice, what would it be?

Quotations

“Any time you are dealing with a human you are dealing with emotions, needs and values - just like in business.” - Mark Young

“Make your first meeting all about the client, not about you!” - Rob Da Costa

“If you just chase the chase you will make bad business decisions" - Mark Young

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