Don't be so sure. 

Last week, in the course of a presentation to a local business group, I emphasized the importance of staying in touch with clients/customers/patrons/patients and educating them over a period of time about one's various products and services.
 
"After all," I stated, "the biggest punch in the stomach for a business owner is losing out on additional business from a raving fan client or customer who says "I didn't know you did that."
 
I then asked for a show of hands from people who would accord themselves at least a 7, on a scale of 1 to 10, with 10 being the highest, in answer to the question, "Do your clients or customers know everything you do?"  Fortunately quite a few hands went up.
 
After the talk, it was time for introductions.  To my surprise and delight, the man sitting next to me stood up and said, "Thanks, Adrienne, for your presentation.  Something you said really got to me; you know, the part about whether or not your customers know everything you do.  I'm not totally confident everyone here knows how diverse we are, since our company name is pretty specific; so I'm going to change my introduction to include all of our goods and services."
 
When he finished, people looked a bit surprised at hearing all that he does.  I gave him a thumbs-up.  Across the room one of his fellow members called out, "I've just been on the cell with a friend who's looking for someone who does such-and-such.  I didn't know you did that.  Now I'll call him back and refer you!"
 
It was that simple. 
 
That's the good news.  The not-so-good news, however, is that business owners assume too much, and you know what "assume" does.  You have to educate and remind your clients and customers over and over again about your various goods and services.  I rant and rave about this constantly in seminars and workshops.  Every single person in every single session has been at the receiving end of "I didn't know you did that."   I can tell, because of the rueful expressions on their faces, as they raise their hands when asked who's experienced this scenario.
 
Please don't wait for your clients or customers to call you.  Call them.  Check in periodically.  Every so often ask "how familiar are you with our department that can help you with . . .?"  You'll be amazed at what they've forgotten, and that's to be expected.  With all that we have on our plates, there are plenty of details that go begging.
 
So . . . as 2009 draws to a close and 2010 (can you believe we're a full decade into the new century?) is upon us, I wish you all brilliantly Happy Holidays and a New Year filled with health, happiness and prosperity as you've never known before!
 
Happy Market Planning and Happy Schmoozing!

            
Visit Adrienne Zoble's website at www.azobleassoc.com.  Her
15-month Schmoozing Calendar provides ideas for productive ways to sell more in less time.   This Calendar is generating rave reviews!  Order today:  $27.30 per cardstock, bound copies, including shipping; $16.95 per electronic version. 
 
Our updated workbook, The Do-able Marketing Plan: Six Easy Steps to Help You Sell More in Less Time, is $67.45 including shipping. The electronic version is $39.95. This workbook is also generating very positive feedback!

Special offer:  take advantage of the Calendar/Workbook combination of just $83.00, a savings of $11.75 (we'll pick up the shipping).
 
Perhaps your company or organization is looking for a dynamic speaker with immediately implementable and inexpensive Marketing ideas; or you would like an article/column for your publication or newsletter. 
 
Adrienne Zoble will help your company grow and thrive, even in these
challenging times. 

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