Lou Schiavone Jr. is our Chief Customer Officer (CCO) & President for his years of experience and expertise in knowing how to effectively work with our clients. Here are the top 3 areas that he focuses on when meeting with a customer:
The gift of a time
Being granted a customer meeting should always be viewed as a privilege or a gift of time and should be treated that way.
Return that gift or favor with preparation and a readiness to provide true value.
A short, impactful meeting is always appreciated over drawn out discussion that fills the time allotted.
It’s the customer’s agenda
Be the master of ceremony not the speaker. Create opportunities for the customer to open up based on what you learned thru your preparation.
Do not discuss solutions until the problem is completely understood and the customer asks to hear what your company can do.
Be fast and furious
React immediately to follow-up. Anyone, especially busy customers, move quickly onto something else.
Deliver value, whether that’s a proposal, an idea, an action item or a follow-up meeting on a specific interest.
Show appreciation by sending a note of gratitude that reflects your understanding of the discussion and itemizes the follow-up.