Keep Every Client or Customer!
Keep Every Client or Customer!
Below is our Top Ten Tips on how to keep the clients you have as part of our strategy to make it thru these tough times.
1. Be Proactive: Rather than your client calling you every time, you be proactive and call them just to see how they are doing and if they need any help. They will always appreciate this and it will make you stand out in whatever field or industry you are in.
2. Be Caring: Many times we get so caught up in all that we have to do, that we forget to treat our clients as special and individual and show our care for them. Again, if we do this, we will again stand out and be more likely to keep our clients.
3. Be Continually Responsive: Always return phone calls, emails and be very attentive to them. If you don't, they will more likely look for someone who will.
4. Be Appreciative: Always show appreciation, and express "thank you's" often to your clients. A thank you is something that is free and can not be said too much. If a client feels unappreciated or taken for granted, they will go where a thank you is given to them on occasion. It is a good idea to make a habit of thanking them in every communication you have, whether by phone, email or in person.
5. Be Personal: Clients are more likely to stay with a firm that they feel a personal connection with, the more communication and connection with the client, the better.
6. Know your Client: Understand thoroughly your clients' needs and/or industry. If you are a b2b service industry, then be a niche expert in your clients' fields.
7. Be a Relationship Company: Often times clients will leave because the person they had a relationship with in your company has left. Business is all about relationships, so to avoid this from happening, be sure that the client has developed relationships with more than one person in your company.
8. Be Innovative: Clients are always looking for you to be innovative and a solution provider. Go the extra mile and delve into their industry, probing their business, searching their business news and trends, attending lectures, research on the internet, etc.
9. Be Available: Sometimes in this techy world we live in, the personal touch is missing. Clients like to feel they have access to you, so be available to meet them in person. I think in our techy world, this may be more important than ever.
10. Express your Value: Sometimes a client will not understand your value and want to find someone who charges less. We need to give them a good understanding of what value we bring to them and that our fees are appropriate for the value they are getting.
In these tough times, we cannot emphasize the importance of keeping your client base. We can do this by meeting deadlines, returning communications promptly, delivering a high level of service with integrity, offering our services for reasonable fees, giving individual attention and developing long term personal relationships.
I would say the easiest form to express this in is, "Do unto others, as you would like to have done unto you." If we treat our clients with the value that they are and treat them with the care that we would want to be treated with, then we will definitely keep our client base, and we may even win some of our competition's clients as well. People will stay and flock to this; it is the nature of human beings.
Keep Every Client or Customer - To learn more about this author, visit Jacquie M. Adkins's Website.
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In this time of financial stresses, it can be difficult to be in small business. One of the ways we can deal with this is to make every effort to keep every client or customer that we have. It is a lot harder to get new clients, than it is to keep the ones you already have.
Below is our Top Ten Tips on how to keep the clients you have as part of our strategy to make it thru these tough times.
1. Be Proactive: Rather than your client calling you every time, you be proactive and call them just to see how they are doing and if they need any help. They will always appreciate this and it will make you stand out in whatever field or industry you are in.
2. Be Caring: Many times we get so caught up in all that we have to do, that we forget to treat our clients as special and individual and show our care for them. Again, if we do this, we will again stand out and be more likely to keep our clients.
3. Be Continually Responsive: Always return phone calls, emails and be very attentive to them. If you don't, they will more likely look for someone who will.
4. Be Appreciative: Always show appreciation, and express "thank you's" often to your clients. A thank you is something that is free and can not be said too much. If a client feels unappreciated or taken for granted, they will go where a thank you is given to them on occasion. It is a good idea to make a habit of thanking them in every communication you have, whether by phone, email or in person.
5. Be Personal: Clients are more likely to stay with a firm that they feel a personal connection with, the more communication and connection with the client, the better.
6. Know your Client: Understand thoroughly your clients' needs and/or industry. If you are a b2b service industry, then be a niche expert in your clients' fields.
7. Be a Relationship Company: Often times clients will leave because the person they had a relationship with in your company has left. Business is all about relationships, so to avoid this from happening, be sure that the client has developed relationships with more than one person in your company.
8. Be Innovative: Clients are always looking for you to be innovative and a solution provider. Go the extra mile and delve into their industry, probing their business, searching their business news and trends, attending lectures, research on the internet, etc.
9. Be Available: Sometimes in this techy world we live in, the personal touch is missing. Clients like to feel they have access to you, so be available to meet them in person. I think in our techy world, this may be more important than ever.
10. Express your Value: Sometimes a client will not understand your value and want to find someone who charges less. We need to give them a good understanding of what value we bring to them and that our fees are appropriate for the value they are getting.
In these tough times, we cannot emphasize the importance of keeping your client base. We can do this by meeting deadlines, returning communications promptly, delivering a high level of service with integrity, offering our services for reasonable fees, giving individual attention and developing long term personal relationships.
I would say the easiest form to express this in is, "Do unto others, as you would like to have done unto you." If we treat our clients with the value that they are and treat them with the care that we would want to be treated with, then we will definitely keep our client base, and we may even win some of our competition's clients as well. People will stay and flock to this; it is the nature of human beings.
Keep Every Client or Customer - To learn more about this author, visit Jacquie M. Adkins's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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