If you’re interested in learning how to rise to the top and become the best service provider in your niche, read on. I think you’ll find this extremely useful.
What follows is based on studious notes I have taken, in conversations with top people in multiple industries.
It’s also been the foundation of my own success, spanning almost 30 years.
Let’s dive right in.
What stops people becoming the best in their niche?
The short answer is this: They don’t know what they don’t know. So they carry on, accidentally restricting their potential.
I’ve found that pretty-much every service provider will tell you they are committed to being as valuable to their clients as possible. These service providers work hard and strive to keep their clients happy.
The challenge is that their framework for what constitutes being as valuable to their clients as possible, is missing an essential component. And their success is severely limited as a direct result.
Allow me to explain exactly what’s missing. Plus, how you can get it right and absolutely thrive in any market, in any economy; year after, year after, year.
What’s missing?
The top people in any profession only become the best, because they work in a different way to their counterparts. It makes perfect, logical sense.
You can’t be the same — and also be the best. You have to choose!
In my experience of working with, and observing, many of the world’s most successful service providers (both companies and individuals), there’s one piece of the framework they operate from that gives them a massively powerful advantage.
Specifically, I’m referring to a single mindset difference, regarding what it takes to become the best service provider.
A difference that their counterparts aren’t even looking for, because they wrongly think they already have it covered!
You decide to become the best service provider
It starts with that big and bold decision. The decision to become the number one person for your market to turn to, when they need guidance, support, assistance or trusted feedback relating to your specialist area. It’s a very powerful, primary commercial goal to aspire to.
Not a certain income level.
Not a certain lifestyle.
Because, when you achieve the primary goal of becoming the best service provider, the number one choice for the market you serve, all the other rewards follow. And they follow abundantly.
Next, you need to weave this primary goal into everything you and your business does. Whilst service providers always promise to put the needs of their client first, this is almost always done within narrow guidelines. Those who become the best service provider in their marketplace go way beyond that.
Here are a few examples.
The best service providers are TRULY there for their clients
Not simply when there’s a transaction for them to benefit from. Not when the calendar reminds them it’s time for a predictable catch-up email, or an often awkward catch-up call.
That kind of ‘being there’ is utterly superficial.
The best service providers let clients know that they’re accessible when the client needs them. They let them know that they’re eager to help and can be relied upon.
Moreover, they make their availability very clear.
They actively encourage, and warmly welcome, their clients to get in touch.
Looking after their clients is never too much trouble and their clients know this. The best service providers are always keenly interested in the client, and what matters to the client. So, it’s only natural they want to be there for the client in a meaningful way.
The best service providers say ‘no’!
If they think that their services are not ideal for the needs or wants of a prospective client, or the prospect is unsuitable for any other reason, they’ll refuse to take them on. The best service providers know they can only remain the best, if the quality of their service is consistently outstanding. You can’t possibly achieve that level of service excellence, when you’re working with clients who are a bad fit.
The best service providers also say no, if they believe something their client has asked for is not what the client needs, even if the client is happy to pay for it.
Part of earning the trust of a client and developing a reputation for excellence, is to retain a ‘them’ focus.
It’s never about the provider.
It’s always about the client and what’s best for the client.
The top service providers will explain why the client doesn’t need (whatever) and suggest a better way forward.
The best service providers fill the empty space
The vast majority of service providers connect with their clients at certain times. Maybe when they’re on a project with them, or when the client is due to renew.
However, the intervals in-between are occupied with empty space. Silence.
The best service providers maintain contact in the spaces between those interactions. They’re a consistent, reliable contributor to their client’s best interests.
For example.
- They share useful information with their clients.
- They connect their clients with contacts.
- They let their clients know about interesting opportunities.
- They invite clients to relevant events.
- They proactively look for ways to be of massive value in every way possible.
In doing so, they become part of the glue that holds their client’s business together.
FTA: Foremost Trusted Advisor
When sharing this approach with clients, I refer to it as the FTA (Foremost Trusted Advisor) Strategy. I then help those who aspire to be the FTA in their niche; locally, nationally, or globally, to put their strategy together. The ideas mentioned here are added to, refined, tailored to their specific service and goals. Then, I weave it into an overall business development strategy.
In many cases, their existing marketing strategy can be replaced entirely. Their new FTA approach is so strong, that it becomes their biggest marketing asset.
Unparalleled levels of client retention and client referrals are compounded with a level of service, which their competitors can’t even hope to match. It’s the most robust business model on the planet.
How powerful is this model?
Simply telling prospective clients how their services work, becomes a highly compelling reason to hire them. No sales pitches are required. The FTA approach is what EVERY, high quality prospective client wants.
I’ve used the FTA strategy since starting my business in the mid 1990’s. In that time, I’ve never sold my services to anyone, though thousands have hired me. I’ve always had great clients and always thrived, regardless of the economy.
I hope this brief look at the subject has given you a few ideas and maybe some inspiration. I’m telling you, it’s the perfect way to build a very profitable, extremely enjoyable business, which rewards you in every way possible.
IMPORTANT: If you want to make more sales, boost your profits and grow an amazing business, this will help you!