Creating Client Ambassadors

By Andrea Sittig-Rolf

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Winning ambassadors requires that your product or service contain three main criteria. ...

First, it's not enough anymore to simply save a client time and money; you must now be able to show that what you offer will actually make your client money, actually increase their revenue, and improve their bottom line. Keep in mind, there are creative ways of showing this if what you sell can't show in hard dollars but will improve your client's bottom line. ...

Your product or service needs to make your ambassador look good to his peers. In other words, the ambassador needs to feel proud that he discovered you, like you are a golden nugget or little known treasure that only your ambassador found. Meeting this criterion requires that you provide the very best quality product or service in a timely manner, at a reasonable price. ...

You must under-promise and over-deliver in every case when dealing with your ambassador and his company. ...

Finally, if your ambassador prefers it, keep him apprised of your dealings with his company. Your ambassador may or may not want you to do this, so just ask and he will let you know. ...

Ambassadors are the cheapest sales team you will ever find. You don't have to pay them a salary. You don't even have to pay them a commission or bonus and you don't have to offer any extravagant incentives, although it is nice to appreciate your ambassadors as much as you can by taking them to lunch every now and then and remembering them during the holidays!

From: Business to Business Prospecting
© 2005 Aspatore, Inc
CPW-016-009189

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