Lesson Plans for Clients?
Lesson plans are not just for teachers. They are incredibly helpful for client onboarding and interactions. While teachers and your team might perform distinctly different roles, both must deliver information in a meaningful and useful way. That is where lesson plans come in.
Team members must provide context around the information they share in addition to teaching about the solutions, features, and capabilities they offer. Just as teachers develop lesson plans to educate their students, your company can build lesson plans to educate their prospects, customers, and clients.
State your learning goal.
When you call a client, what do you hope they take away from the conversation? The answer is your learning goal. Outward-facing team members need to enter each meeting with a learning goal in mind. These goals could be helping your client or prospect understand your product offerings, how your offerings compare to a competitor’s offerings, your service’s ROI, or why one strategy is better than another.
Hone in on the necessary details.
Teachers know the importance of not overloading their students with too much information all at once. Likewise, team members should focus on the key concepts and benefits their solutions can provide. By doing this, you allow your clients and prospects to understand the crucial ideas regarding how your brand and product or service can support them. Before your next call, pause and consider the key points you want to make sure you get across to your prospects.
Always include an assessment.
When teachers give tests, they can see how much information their students are retaining. Your team can do the same, although it won’t look like grilling clients or prospects after a call or requiring them to write an essay. Instead, consider asking questions to make sure they understand what you have told them.
Leave time for client and prospect questions.
After you have asked some questions to gauge how well your prospects understand your offerings, let them ask questions. Is there anything they are not clear about? Now’s the time to ensure they have the knowledge they need to move forward. Just as teachers do not begin a new section or introduce a new topic before making sure students understand what they just discussed, team members should answer questions thoughtfully and thoroughly.
Always ask for comments.
Teachers want to make sure they deliver their material in a way that makes sense for their students. Teams can do the same by seeking feedback through customer surveys, post-meeting debriefs, and questionnaires. By asking for comments, you can learn how to improve on future calls and meetings. For example, maybe you discover that you are speaking too quickly or not providing enough information about a particular aspect of your offerings.
You may not be in a classroom with a whiteboard behind you. However, it is still your job to educate. Are you properly teaching your clients and prospects about the value you bring and how you can help them? Consider thinking like a teacher and developing lesson plans for your client and prospect meetings. This will help you thrive.
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