Getting Back the Lost Client in Six Steps
Getting Back the Lost Client in Six Steps
Here are six steps to help you get back a lost client:
1. Give it some time. Don’t go rushing after the client. Let them think about the problem if there was one. This will also give you time to think over your approach. Client problems are sometimes like lover problems. Time will often heal the wound without you having to do anything else.
2. Provide a referral or offer your assistance. In the world of business we run into people who need this or need that. Keep your clients in mind AND keep your lost clients in mind for anything that could benefit them. By knowing the needs of our clients, it’s sometimes easy to make suggestions that could help them either with a referral for business, or your assistance with any problem, which could help them.
3. Do not sever communication relationships. Keep them on your mailing list. Stay on their mailing list. If you send out a newsletter, keep sending one to the client. If you use email to stay in contact with your clients, keep the lost clients posted. It also wouldn’t hurt to mention any good news concerning the client in the newsletter or email.
4. Make it easy for the client to return. If they call, sound happy to talk to them. If you meet them face to face, shake their hand and give them a big smile. This will remind them why they worked with you in the first place.
5. Have the client solve a problem for you. If you’re working on a community project and you think the client might be able to help you out, give them a call. If you respect their taste in food, ask them for a restaurant suggestion for an anniversary dinner. Ask about software. Ask about people. Ask about virtually anything, just don’t sound phony.
6. When the client comes back thank them profusely. Everyone likes to be thanked. We enjoy believing that we make a difference and that we are appreciated. Show that appreciation to your lost client.
It takes an effort to leave. If your clients feel wanted in the first place it is almost impossible to have someone else steal them away from you. Once lost you just need to gently keep after them by reminding them of your services, your appreciation of them, and your knowledge of their needs. Once you have them back, keep them and treasure them.
Getting Back the Lost Client in Six Steps - To learn more about this author, visit Don Doman's Website.
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When you lose a client it’s almost always because of service. Price is rarely the problem. Before you try to win back that lost client you need to examine the problem and figure out why you lost the client in the first place. What does your client think was the problem? What do you think the problem was? If you work together again, is the problem going to resurface?
Here are six steps to help you get back a lost client:
1. Give it some time. Don’t go rushing after the client. Let them think about the problem if there was one. This will also give you time to think over your approach. Client problems are sometimes like lover problems. Time will often heal the wound without you having to do anything else.
2. Provide a referral or offer your assistance. In the world of business we run into people who need this or need that. Keep your clients in mind AND keep your lost clients in mind for anything that could benefit them. By knowing the needs of our clients, it’s sometimes easy to make suggestions that could help them either with a referral for business, or your assistance with any problem, which could help them.
3. Do not sever communication relationships. Keep them on your mailing list. Stay on their mailing list. If you send out a newsletter, keep sending one to the client. If you use email to stay in contact with your clients, keep the lost clients posted. It also wouldn’t hurt to mention any good news concerning the client in the newsletter or email.
4. Make it easy for the client to return. If they call, sound happy to talk to them. If you meet them face to face, shake their hand and give them a big smile. This will remind them why they worked with you in the first place.
5. Have the client solve a problem for you. If you’re working on a community project and you think the client might be able to help you out, give them a call. If you respect their taste in food, ask them for a restaurant suggestion for an anniversary dinner. Ask about software. Ask about people. Ask about virtually anything, just don’t sound phony.
6. When the client comes back thank them profusely. Everyone likes to be thanked. We enjoy believing that we make a difference and that we are appreciated. Show that appreciation to your lost client.
It takes an effort to leave. If your clients feel wanted in the first place it is almost impossible to have someone else steal them away from you. Once lost you just need to gently keep after them by reminding them of your services, your appreciation of them, and your knowledge of their needs. Once you have them back, keep them and treasure them.
Getting Back the Lost Client in Six Steps - To learn more about this author, visit Don Doman'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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