In this episode of the Winning in Professional Services podcast, we dive into the critical questions that clients often ask before engaging with a professional service company. We explore three fundamental questions: "What's in it for me?", "Do I like and trust this company?", and "How do I get started and what happens next?". We share insights on how to clearly communicate the benefits of your service, build trust through specialized understanding and transparent communication, and outline the onboarding process to set clear expectations. Join us for practical advice on enhancing client relations and successfully closing deals in the professional services industry.

Connect on LinkedIn:

Scott Pressimone: https://www.linkedin.com/in/scottalanpress/

Matteo Trovato: https://www.linkedin.com/in/matteotrovato/

Winning In Professional Services: https://wipspod.com/

Growth Connect: https://growthconnect.io/

RevPath: https://www.revpathplus.com/

⏱️ Timestamps:

00:00 Introduction

00:55 Understanding professional service companies

02:07 Challenges in client relationships

03:05 Key questions clients ask

04:56 Focusing on benefits over features

09:23 Building trust with clients

21:07 Effective client onboarding

26:32 Conclusion and final thoughts