As a B2B service provider, it can be difficult winning over the hearts of the employees of your clients.
Your client’s employees are the key to your success. Winning them over is essential. You won’t make any progress if they aren’t on your side. If your client’s employees aren’t happy. You will likely lose that client.
The employees of your clients often know what the company needs help with. Especially if they have been there for a while. Although you may not always make decisions that are exactly what they want. Here are 6 tips to have a positive relationship with your client’s employees.
Get to know every employee you possibly can by their first name.
The size of the company you are working with will decide how easy this part is. People can tell when you are making an honest effort to get to know them. It always helps to take notes on each time you work with them and also send a quick write up of the conversation to the boss to summarize what progress you made working with the person.
Find out why they started working there.
Everybody is busy. There is simply no way to escape the fact that as time goes on, we can lose touch with the reason behind why we made lasting decisions. The more you can find out why someone wanted to take a certain path and really dive deep into why their work means so much to them. There is a good chance they have valuable information for helping both of you achieve the goals set forth with you working with that company.
Ask them what changes they want to see.
It’s a fact! People care most about what affects them. Find out what tasks and hardships they are having on a daily basis that you can help them with. It helps to set an expectation, and by helping them, you start a cycle of reciprocity. The more your client’s employees like you and trust that you have their best interest in mind. The more helpful they will be towards you enacting changes.
Show honest appreciation for their help.
There is a solid chance that at some point. They will dedicate a decent amount of time to something that needs to be done because you are changing something. Be grateful and make a point to thank who ever is involved and brag about their efforts to your client(their boss) when they do a good job. It will really show to both the owner and the employees that you care about having a beneficial relationship for everyone.
Find the “Why” of every individual employee you work with.
Everyone wakes up with a purpose. Whether they know it or not. After talking to a countless number of prospects and their employees about what motivates them and gets them out of bed in the morning, I can say that everyone wants goes to work for a reason. Find out their reason and help them realize that you want to help them achieve that reason. Change is difficult. It isn’t quite as scary when people can see a light at the end of the tunnel.
Be a resource.
Make it clear to them(and the owner) that you are available to help and want to help. If you don’t put yourself in a situation to be open and available to them. They will go to their boss with issued(which is ok) that you might not be aware of. Make sure that they feel they can openly communicate with you about what is going on and what they need help with.
I hope this article was helpful to you and that you can have happy working relationships with the employees of your clients. They hold the key to your success. You aren’t their boss and will have a hard time getting them to do anything if they don’t like you and look at you as an expert.
Until next time!