Client Engagement Lessons Learned
From My Real Marriage
My husband, alan, is a contractor. he taught me the value of clearly spelling out deliverables, so the client or prospect fully understands the scope of your work and the value you provide. Think “fix the
kitchen sink” versus “onsite inspection to determine cause of leak; provide replacement faucet; install faucet and repair pipes; test system, etc.”
communicate everything you are doing before, during and after your speaking
engagements, so each client understands this isn’t a canned talk that you whip
out for everyone. You’re a problem solver; not just a speaker. Your value is determined by clients’ perceptions of the relationship and your work. By thoughtfully
engaging with clients, they will feel as good about working together as you do.
Stay engaged—or reconnect—with
clients by asking for their expert ad-
vice. When I was writing an article for
an industry publication, I asked a past
client to meet with me to share her
ideas on the topic. We reconnected in
person, and she gave me some great
ideas for framing the article. We also
discussed her current employee en-
gagement challenges and successes.
❤These calls or meetings aren’t sales calls—they are opportunities for continued relationship building.
Unlike the schoolyard children of
yester year, successful speakers have
come to understand that “love and
marriage” can add volumes to our lives,
and we can apply the same thoughtful
practices to our client relationships. Intentionally staying engaged before, during and after the “live” event is the best
way to be of service and continue to
grow your business.
Vicki Hess, RN, MS, CSP, au-
thor, consultant and Chief
Paradise Officer, works with
organizations across the
country to create sustainable
cultures of employee engagement (aka “Pro-
fessional Paradise”). She is the author of four
books on engagement. You will find her on
LinkedIn and Twitter or contact her at
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