You are a savvy minority or woman business owner that is already ahead of the curve. You recognized long ago that it simply makes sense to do what you love because these days, anything can be monetized. You are doing what you love…however you need a plan to make sure the money follows.
Nothing great in the world has ever been accomplished without passion.
~George Wilhelm Friedrich Hegel
When it comes to large corporations, we all know that most of them can go just about anywhere to get their supplier needs met. So how do you make your minority or woman-owned business stand out in a crowd of thousands?—a passionate relationship. The relationship you have with your corporate client must be built on more than business protocol, quality, etc. You must be able to show that you are passionate about the partnership you have with your corporate client and be able to demonstrate that you value their relationship.
Man is only great when he acts from passion.
Consider the following strategies to add passion to your client relationship :
- Package your talents in unique ways
- Move away from trading time for dollars. When you leverage yourself you free up more time to work “on” your business.
- Offer additional products and services to existing clients. Corporate clients strive to work with suppliers in as many ways as possible. This makes their job easier, and it’s additional revenue for you!
- Become a source of value.
- Consider making YouTube videos informing your client about what’s new in their industry and how your company is keeping up with industry standards. This not only demonstrates that you are on top of your game, but it demonstrates that you sincerely care about their needs beyond your contract.
- Communication, communication, communication…
- Regularly communicate with your clients. It is your responsibility to take the ball and run with it during the contract execution phase. Your corporate client expects this. Always over-deliver!
- Document or record every step of the process.
- Keeping detailed records along the way while working a project is not only a good business practice, but it allows you the opportunity to provide your client with an end-point check in upon completion of the project. Providing them with this makes it easier to them to report to other members of their team. Also, it provides you with great footage to land similar contracts with other prospective corporations.
I can’t stress enough how critical passion is to your client relationships. Passion is easily overlooked when we get caught up in the hum-drum of running our business and striving to deliver a quality product or service. We must always remember to create an experience for our clients. This moves them from simply being customers into becoming our champions who love working with us so much that refer us to other corporations!