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Case Study: Meeting Client Needs May 13, 2007

Posted by Jeff in Breast cancer research, Client retention, Client Value.

I’ve written previously on the power of removing a client’s worry. When you remove a worry from your client’s field of concern, you become indispensable. As an example, my daughter’s daycare would be very hard to be without. She never cries when I drop her off. She knows the teachers. She knows the other kids. I put her down and she is quickly off at play.

Meet a need, win a client

Consider your own needs. What competes with your mindspace? What would you give, what would pay, to gain precious piece of mind?

You and your client’s have something in common. They have needs that are begging to be met. They have a scarcity of mindspace and would dearly love to have their worries removed.

But, they also have needs that are much closer to their heart.

Your clients need to feel good about themselves

Your clients need to feel like they have made a difference in the world. They need to feel connected to others. They need to feel like they have made a difference.

What would it look like if you provided a service or product to your clients that removed a worry and made them feel better about themselves?

Combining the two needs in one product

A cousin of mine, Bill Cotton (our grandfathers were brothers, I guess that makes Bill a 3rd cousin, or is it 2nd? I could never keep the numbers straight smiley), created a product that meets both needs. Sunglasses that support and promote breast cancer research.


The video is here. You will have to wade through a commercial or two.
Video and photo courtesy of 9news.com.

A portion of proceeds are donated to Susan G. Komen for the Cure, which leads the cause of finding a cure for breast cancer. The sunglasses, named after Bill’s mom, Toby (who succumbed to breast cancer in 2001, after 17 years fighting the disease), also display the pink ribbon.

How can you provide for both needs for your clients?

If you’d like, you can get your own set of Tobys. Tell ’em cousin Jeff sent you? smiley



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