How can you develop clients in a changing market?

Developing clients in a changing market is a challenge that many professionals face, especially in the fields of sales, marketing, consulting, and coaching. How can you adapt to the evolving needs and preferences of your prospects and customers, and build lasting relationships that generate value for both parties? Here are some tips to help you succeed in this dynamic environment.

Key takeaways from this article

Offer unique value:

Highlight how your service or product uniquely benefits the client, creating a compelling reason to choose you over competitors. This helps clients see beyond cost and appreciate the distinct value you provide.
Build trust through adaptability:

Show clients that you can pivot with market changes, ensuring reliability and dedicated support. This fosters lasting relationships, as clients feel confident in your commitment to their success.

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Vanessa Mussato

Gerente Financeira | Gerente de…

1 Understand your market

The first step to developing clients is to understand your market. Who are your ideal clients, what are their pain points, goals, and motivations, and how can you help them solve their problems or achieve their desired outcomes? You need to conduct market research, analyze data, and listen to feedback to gain insights into your target audience and their behaviors, needs, and expectations. You also need to monitor the trends, opportunities, and threats that affect your market, and adjust your strategies accordingly.

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Camila Maciel

Vendedora desde que o mundo é mundo |Desenvolvimento de Negócios
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O mercado evolui dia a dia! A tecnologia a cada segundo tem seus avanços. Sendo assim, identificamos um consumidores mais exigente, mais informados e, assim, as marcas precisam suar a camisa, levando melhores estratégias afim de vencer a concorrência, ofertando assim a melhor experiência possível para seu cliente.

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2 Offer value and differentiation

The second step to developing clients is to offer value and differentiation. You need to communicate clearly and convincingly how your products, services, or solutions can benefit your clients, and how they are different from your competitors. You need to demonstrate your expertise, credibility, and professionalism, and showcase your unique value proposition and competitive advantages. You also need to tailor your offers and messages to your clients' specific situations, goals, and challenges, and provide them with relevant and useful information, resources, and solutions.

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Vanessa Mussato

Gerente Financeira | Gerente de Tesouraria | Crédito e Cobrança | Gestão de Riscos | Cash Flow | FP&A | Contas à Pagar e Receber
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Na minha experiência, conseguir mostrar o valor do seu produto ou serviço, através da diferenciação é mais efetivo do que ficar brigando pelo preço. Quando o cliente enxerga o benefício no serviço/produto que lhe é oferecido, ele não julga caro, isso é a real identificação do valor!

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3 Build trust and rapport

The third step to developing clients is to build trust and rapport. You need to establish and maintain a positive and respectful relationship with your clients, and show them that you care about their success and satisfaction. You need to communicate frequently and effectively, and keep them informed and updated on the progress and results of your work. You also need to listen actively and empathetically, and address their questions, concerns, and objections. You also need to deliver on your promises, and exceed their expectations.

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Christine Wahome

Senior Business Development Executive
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Client Relations: Acknowledge receipt of their email/s. Call them back when you promise you will even if you have not managed to sort their issue. This helps them to feel valued and to manage their expectations. Address the client by name always. Do regular care calls to existing clients.

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4 Nurture and retain

The fourth step to developing clients is to nurture and retain. You need to provide ongoing support and value to your clients, and help them achieve their goals and overcome their challenges. You need to follow up regularly, and offer feedback, advice, and guidance. You also need to seek feedback, and measure and improve your performance and satisfaction. You also need to upsell and cross-sell, and offer additional or complementary products, services, or solutions that can enhance your clients' results and experience.

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5 Generate referrals and testimonials

The fifth step to developing clients is to generate referrals and testimonials. You need to leverage your existing clients' network and reputation, and ask them to recommend you to their contacts, colleagues, or friends who might benefit from your products, services, or solutions. You need to make it easy and rewarding for them to refer you, and provide them with incentives, tools, and templates. You also need to collect and showcase testimonials, reviews, and case studies that highlight your clients' success stories and outcomes, and use them as social proof and credibility boosters.

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6 Innovate and adapt

The sixth step to developing clients is to innovate and adapt. You need to constantly improve your products, services, or solutions, and offer new or improved features, benefits, or value. You need to keep up with the changing market conditions, customer preferences, and industry standards, and anticipate and respond to your clients' evolving needs and expectations. You also need to experiment and test new ideas, methods, and approaches, and learn from your failures and successes.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Christine Wahome

Senior Business Development Executive
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Gift your clients' branded quality Merchandize. They will feel valued, and they will market your brand/brand visibility. The branded items include; Pens, diaries, calendars, diaries etc.

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Saulo Guimarães

Financial Solutions | International Credit Agent - ACI | Exchange | New Business | Trade Finance | Corporate Clients | B2B | CFM | CEA | ABT1
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Para desenvolver clientes em mercados em mudança, dois insights são essenciais: Primeiro, é crucial manter-se atualizado com as notícias e novidades do setor do cliente. Isso envolve acompanhar publicações e análises relevantes para antecipar tendências e mudanças. Segundo, participar de encontros de networking do setor do cliente é vital. Esses eventos oferecem insights práticos sobre como as mudanças afetam os clientes e permitem ajustar estratégias adequadamente. Como você aplica essas abordagens no seu relacionamento com clientes para se adaptar às dinâmicas do mercado?

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How can you develop clients in a changing market?

1

2

3

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5

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1 Understand your market

2 Offer value and differentiation

3 Build trust and rapport

4 Nurture and retain

5 Generate referrals and testimonials

6 Innovate and adapt

7 Here’s what else to consider

Client Relations

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How can you develop clients in a changing market?

1

2

3

4

5

6

7

1 Understand your market

2 Offer value and differentiation

3 Build trust and rapport

4 Nurture and retain

5 Generate referrals and testimonials

6 Innovate and adapt

7 Here’s what else to consider

Client Relations

Rate this article

Thanks for your feedback

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