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Gifts for Special Clients

Written by: Donald F. Pooley

Article Overview: Here's an idea that costs you nothing to implement, and can be a more thoughtful gift to a client than anything else.

Gifts for Special Clients

Here's an idea that costs you nothing to implement, and can be a more thoughtful gift to a client than anything else.
Here's how it works. Sit down with another professional who offers a different service from yours---a CA, tax advisor, a consultant of some type, who is looking for more clients.
Explain to him or her that you have an idea to benefit you both, that will cost nothing but some time.
Ask “Would you like to be able to offer selected clients unique gifts that cost you nothing?” Ask also, if they'd be willing to have a free one hour meeting with each prospect that you send to them?
Prior to this meeting you've printed a few dozen vouchers that offer one hour of your services: financial planning, estate planning, retirement planning, investment counseling, etc.---whatever non-selling service you provide, and for which you'd normally charge a fee (or could). (See any gift certificate for the format and wording.)
Show them one of your gift vouchers. Suggest that they print up similar vouchers offering their time---vouchers that you can give to your clients. Tell them that you'll give out one of their vouchers for each one of yours that they give out.
To emphasize the value of these vouchers draft a letter that you plan to mail with each one. Show this letter to the consultant you're meeting with, and have her or his name in the body of the letter as the provider of the services in the voucher. Explain too, that you are only offering a dozen of your vouchers, and suggest they do the same.
Try this out with only one professional that you've a rapport with to see her or his reaction. If it's negative, explain that you just wanted to share this idea with them first, but if they are not interested you plan to approach someone else in their field.
If they're in favour, suggest you meet again when they've had their vouchers and letters prepared (or, you could make a dozen of each for them) to exchange vouchers and details of who they'll be given to.
Do this with only one consultant at a time.
I've explained this briefly, but it is a powerful method of building your image, and your practice. You are offering to help another professional to prospect. You are also giving selected clients of yours gifts of value. And you are making it easy for another professional to give you prospects.
And your only significant cost is some of your time.

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