Nicholas Brown is a recognized authority on the subject of Access Databases. He is the founder of Database Technology Services (DTS). DTS is a leader in custom Access database development. DTS programmers create databases for corporations, small businesses and individuals. Visit www.dts-consultants.com to see all of the services DTS has to offer.
The chief goal, besides making sales, in any industry, but especially the service industry, is to please the client. However, many times the desires or needs of the customer are overlooked. Instead, project delivery and timelines become the main driving force in a company. Sometimes it is important to be reminded why you are in business. Without customers the business will fail. Here are some helpful tips to put the focus back on the client.
The first thing to remember is that you are working for the client. They have hired you to provide a product or service that allows their business to be more successful. The client will not want to pay for a product or service that does not help them. It would be like selling a transmission to someone who needed a new engine. No matter how well the new transmission works, it will not take care of the engine problem.
The next piece of advice is to think like the client. Previously, I worked for an employer that was developing databases for engineers to use in culvert tracking and repair projects. He would often tell me to put on my “engineer’s cap.” What he meant was that I needed to pretend that I was developing the database for myself and my needs. While I was wearing my “cap,” my needs became the engineer’s needs. Don’t be afraid to put yourself in your client’s shoes.
My final tip is to ask questions. The more questions you ask, and the more specific those questions, the better your finished product will fit your client’s needs. It may take a little more effort and work, but your client will be happy you took the time to ask. Another reason this is so vital is because there are usually multiple ways of doing things. Your client undoubtedly has a preference when it comes to doing certain things and it is your job to find out what that is. Never make assumptions when it comes to client preference. It is not worth assuming, only to find out later that you have assumed incorrectly. Take the time to ask from the beginning so there are no misunderstandings.
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