Build Trust, Win Clients, and Boost Sales with Your Service Process

Have you had trouble dealing with projects taking too long and clients complaining about things they already signed off on?

We’ve found that when our clients are struggling with problems like these, they don’t have a well defined process. Which also means they are missing one of the most effective trust-building assets in marketing. When you define your process, follow it, and promote it, you will get more sales.

For most businesses their service process starts out as a mental to do list. It’s practical to simply do the things in front of you and not worry too much about how it gets done. But only those who create a process they can refine over time build long lasting success.

Marketing a well defined service process allows you to:

• Build your audience’s trust and confidence in your ability to help them
• Persuade your audience to schedule that first sales meeting or consultation
• Set expectations, so clients know what working with you will look like
• Eliminate confusion on what you do and how you do it
• Demonstrate key differences between how you and your competition do the work

Crafting Your Process

Getting your process right means laying down a path of what should happen throughout your client’s journey. Think of it as a story where a person learns about you, becomes a client, is served by your team, and then returns to their life changed by their time with you. Here is how to start crafting it:

1. Identify Key Steps

   Kick things off by mapping out the client journey from start to finish. Some simple questions you can ask yourself to get started are:

   • What are the main steps in serving my clients?
   • What do I need from my client in order to do my work?
   • When do I need those things?
   • What does my client need from me?
   • How do I deliver those things to them?
2. Detail Each Phase

   With your route in mind, it’s time to zoom in. Imagine you’re giving someone detailed directions on how to get to your nearest grocery store. The more complex the directions are, the more detailed you’ll need to be. You can tell them to take right and left turns in order to get there, but in between the turns you’ll want to inform them of other things like road closures, potholes, and difficulties they can avoid. Your process is very similar.

   Ask:

   • What are potential obstacles at each phase of service?
   • How can we manage the process to make the obstacles less difficult?
   • What happens if this part of our process stops working?
   • How might this process fail to serve us or our clients?

Understanding and Setting Expectations

Once you’ve crafted a clear, transparent process, you’ll need to communicate them to your team and to your clients. This will help your team and your clients understand what is expected throughout the process.

Here’s what to do:

1. Spell It Out

   Whether it’s on your site, in a flyer, or part of your pitch, lay out how you work in plain English. Think of it as giving a map to your clients – and your team – so everyone’s on the same page, knowing what’s up ahead. Your clients will get the big picture easier and appreciate all the steps you’re taking to get them to their happy place that much more.

2. Teach and Share

   Sharing the why behind what you do isn’t just good for clients; it’s a boost for your team too. When everyone understands the method to the madness, it’s easier to get behind the mission and push in the same direction. It’s about building that trust and showing you’re not just any service – you’re the one that goes the extra mile because you care about making things clear and getting it right.

And if you are looking for more details on how to communicate your process to your clients, take a look at our free e-Book, “Marketing Your Process to Get Leads and Drive Sales.”

Improving Your Processes

Now that you’ve got a process, you’ve finally reached the starting line. Now you’ll need to maintain the process and improve it to fit real world conditions.

Here is how you do it:

1. Client Feedback

   Structured client feedback mechanisms are essential for capturing client insights throughout your service. Their feedback is a goldmine for identifying areas that are not performing as intended or falling short of your clients needs.

2. Customization and Flexibility

Adapting your processes based on client feedback and needs highlights your commitment to providing personalized solutions. This adaptability will be a testament to your client-centered service, and will reinforce your brand’s value to your clients.

3. Continuous Improvement

The quest for excellence is unending. Regularly revisiting and refining your processes not only boosts efficiency and quality but also signals to clients your dedication to delivering superior value.

Marketing Your Services Through Your Process

So now that you’ve developed a process that works and is helping your team and your clients, how can you market it? How exactly do you utilize the process that you’ve spent time and effort to build?

Here are three examples of how we’ve helped clients market their processes to get leads and close them:

1. Unique Selling Proposition (USP)

Your process, with its unique blend of speed, quality, innovation, or customer service, should be at the heart of how you differentiate your brand. Highlighting this uniqueness differentiates your services and reinforces your market position.

2. Client Testimonials and Case Studies

Nothing speaks louder than success. Client testimonials and case studies that showcase the effective outcomes of your process serve as powerful endorsements, providing tangible evidence of your capabilities.

3. Educational Content

Content that details your process and its benefits plays a crucial role in engaging potential clients. Through blog posts, videos, and infographics, brochures you can illuminate the distinct advantages of your approach, guiding clients towards an informed decision.

In Conclusion

Processes aren’t magical band-aids for your business. It’s about more than just mapping out your actions. A process by itself won’t transform your business, but using it as a key element in your marketing sets the stage for consistency in service, better client interactions, and increased sales.

By creating a process that your team and clients can follow, you’re crafting a new business tool. A tool that will bring you closer to the ultimate goal: increasing your ability to get and close leads.

As you’re starting to define or looking to revamp your process, take a look at our free e-Book, “Marketing Your Process to Get Leads and Drive Sales,” where you’ll learn how to market your process in greater detail. And as always, feel free to set up a consultation with our team at Blu Bambu to take your marketing to the next level.