How to Turn an Ending Project into New Business
When a client engagement ends, it’s often bittersweet. I love to see the fruits of our labor, and enjoy them with a happy client! But I don’t like how the revenue stream ends.
Most business owners don’t realize there are ways to turn this ending into new business. Today I’m going to show you how to do this. When I taught this to a client recently who runs a professional services business, she was amazed at the results. Not only did she start getting more referrals for new clients, she was able to extend many “departing” clients into follow-on engagements!
The “Opening Doors Interview”
You’ve probably heard of an “exit interview,” a sort of debriefing on how a project went and what you can learn from it. This is a great tool to continuously improve your client service.
I teach my clients a twist on the exit interview, and I’m going to share that with you today. Instead of being about closing a door, this can be about creating new opportunities. I call it the “Opening Doors Interview.”
Follow these four steps with every ending project or departing client, and you’ll find new opportunities you never would have uncovered otherwise!
Write up a version of the Opening Doors Interview for your business, using the four steps I’ve outlined. Save it as a template you can print and bring with you to the interview.
Share Your Thoughts
What have you found effective in getting new business from engagements that end? Let us know by posting a comment below!