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How to Keep Your Clients

Written by: Donald F. Pooley

Article Overview: The key to long-term success in keeping your clients is to stay in touch with them. You work hard to build up trust and credibility, so don't lose them by not staying in touch.

How to Keep Your Clients

The key to long-term success in keeping your clients is to stay in touch with them. You work hard to build up trust and credibility, so don't lose them by not staying in touch.
When you care about clients they care about you. So keep in touch regularly. They need to know you're always there.
Forward useful information. Clients expect you to know what is important to them. Send links to websites they may find useful. Forward articles, newsletters, or invite clients to seminars and trade shows. When clients know you're on their side and you're looking out for their best interest, you are building a long term relationship with them.
Consider the individual. Build relationships with clients as individuals. Gather personal information they are willing to share, such as their birthday, names of their children, and spouse, their hobbies, etc.
Pick up the phone. A friendly phone call goes a long way in cementing a long-term relationship, so call periodically. The more you stay in touch the more you learn and understand a client's business and challenges. When your clients are going through difficult times offer support. And when their businesses eventually turn around, these clients will recall who was there for them and who wasn't.
Visit in person. Decide how frequently you should check in with your clients, for example you could schedule quarterly visits with them. These in-person visits (perhaps over a business lunch, with you picking up the tab) can anticipate, and intercept problems. Use this time to learn more about the workings of your client's business.
Remember the thank you note. An often overlooked but strong strategy is the thank you note. Writing them is something that everyone knows they should do, yet very few ever do. A timely thank you note stands out. It differentiates you. Showing gratitude will give you a competitive advantage in relationship building with your clients.
Being in touch with long-term, satisfied clients leads not only to repeat business but referrals as well. Referrals are an independent professional's and small business owner's top source of qualified leads. A referral gives you instant credibility with the prospect - and it beats the heck out of making cold calls.
You work hard to earn your client's business. Now work just as hard to keep and maintain it by keeping in touch.
Robert Moment, author and business Coach, helps small businesses, and independent professionals win federal contracts. He wrote "The Truth About Winning Federal Contracts"; his website is here ; and his email address is Robert@federalcontractsforsmallbusinesses.com.

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