Performing a Needs Analysis

Clients need many more things than you might be planning to sell them. The more you can do for a client, the more you will be seen as a valuable partner. Here are some suggestions about how it might be possible to meet some other client needs:

• Information. You might be able to act as a consultant to a client, providing information about the latest developments in your field.
• Training. If you provide a product that requires some training, make training part of the package.
• Financing. If your company does not provide financing, put the client in touch with banks that do.
• Community. Communities often grow up around particular products, especially high tech products. Introduce clients to users groups or trade organizations.
• Personnel. You probably know a number of capable people who are thinking about changing jobs. Helping a client find skilled employees can benefit everyone involved. If the people you recommend are hired, they will become some of your strongest advocates.

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