The concept of mentoring an up-and-coming business associate in an organisation is not a new one, but have you thought to become a mentor to your clients?
Consider how your professional associations and sales figures could be strengthened by functioning as a business mentor for a customer.
Why Become A Mentor
A client does business with you because he or she has a need that you can fill. The need may be the products or services you offer, or it may be something a bit more subjective, like great customer service or a relationship on a more personal level.
A mentor is someone with particular knowledge and experience who provides advice, counsel, and coaching to someone else. The mentor is a source of education, but also a sounding board to discuss concerns and problems –and help the mentee to come to an advantageous decision.
Use this definition to help realise how this type of relationship can work to develop a strategic partnership. Your role is to help solve problems. Your customer needs help. By talking with them, delving deeper into their needs, and discussing options, you can steer the client into finding the perfect solution provided by your company. You can’t tell someone what to do (at least it is not advisable), but you can help them think things through.
Developing A Strategic Relationship
Strategic relationships require more than mere, impersonal salesperson/client interactions. You can’t mentor someone without knowing more about their business and what types of problems keep them awake at night. Take the time to stay in regular contact via phone calls, email messages, or even a personal visit if viable.
Engage your client in the mentoring process. Let him know that you are here to help. Share the structure of your proposed relationship and why you are qualified to help. Outline the process by which you are going to provide coaching. Your customer must understand the why and how of forging a strategic relationship.
Use Your Skills
To become a mentor successfully, you must hone the appropriate skills. Obviously the mentor must have acknowledged expertise and professional competence. But beyond that, he or she must be a leader and an effective leader of people. Plan the process of mentoring in advance then facilitate it based on the particular attributes of your client and his business needs. The client must trust your abilities.
Consider this scenario: you are well known in your company’s industry for being a great meeting organiser. Your client is tasked with planning a conference for members of an association they belong to. Help them get started and suggest the ways your company’s services or products could make the process easier. Help them acquire the tools for confidence and professional success. This results in a win-win situation; the client gains the help he needs and you get an additional sale along with continued loyalty.
Mentorship should not be limited to staff members or peers. Use the concept of coaching and leading your customers to produce an atmosphere of trust. Become a mentor to your clients and you are sure to reap the benefits of increased sales and a loyal clientele.
See you at the top of Google!
Sean Rasmussen
SEO Australia Pacific
AussieSEO.com © 2007 - 2010
Hi Sean,
I would love to become a mentor to my clients one day. But, I’m a long way from that happening. I think as a mentor you really have to have succeeded in the area that you wish to mentor people in.
I think it would be an incredible responsibility as you would feel compelled to ensure that your clients succeeded. So, when I have the success that I want, I will definitely pay it back and help someone else succeed.
.-= Jazz Salinger´s last blog ..Learn and Earn – It’s a Marathon Not a Sprint =-.
Hi Jazz,
I don’t think you’re as far away as you think – especially reading your insightful and knowledgeable comments both on the blogs and in the forum! Which is already “providing advice” and “being a sounding board”.
There may not be a right time when you say “Bang! I’m now an internet marketing guru” but there is certainly a lot of wisdom and advice you can share through what you’ve already learnt, and with your desire to become a mentor (not everyone shares this passion) that’s a big step forward already.
I look forward to hearing about your mentoring stories in the future, and like to acknowledge you for your awesome participation!
When I actually get clients I would love to be considered their mentor. What an honour that would be for them to consider me as an expert in my field. We have a few people we consider our mentors and feel they are vital to our success.
.-= Jackie Stenhouse´s last blog ..Anxiety Separation in Children =-.
Being a mentor to my clients and passing on the things I know – that is a great goal.
I already had a tiny little success in that direction, helping the daughter of a business partner with how to getting started on her website. It was really fun and felt good. And it encouraged me to learn even more about this field.
.-= Renee´s last blog ..Sean Rasmussen – Australian Internet Marketer =-.