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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.

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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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About the Author: Donald F. Pooley
RSS for Donald's articles - Visit Donald's website

Don Pooley, the author of this article, allows you to publish it if you include these credit lines: Copyright 2005, Donald F. Pooley, Inc. Don Pooley CLU, CFP, CHFC, "The Advisor's Advisor" has shared his marketing know-how with audiences of life insurance men in all major Canadian cities, London, Australia, Chicago, New York, San Francisco, Hong Kong, and Singapore, and now in his free ezine. To get more ideas on marketing your services, plus free ebooks, subscribe now at http://www.eTIP.ca/

Click here to visit Donald's website
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Re: Who Did You Learn Most From and Why? Re: Who Did You Learn Most From and Why? - Hi Martin, You missed out on the most essential community that helps you grow - Your Clients. Well, I believe that my Initial Clients have been the ones who have given me the moments of 'aha' in my business. They have stood by me even when I was a starter and that has helped me shape and build my stand. They have helped me grow as an entrepreneur, learn to have loads of patience and make the most of what comes across. They have also helped me to strengthen me as a person. btw, personally speaking, my Grandfather always kept me on track and lent me emotional support when I was down in any matter - be it business or otherwise.
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Internet Marketing is the best business in the world Internet Marketing is the best business in the world - I have 7 reasons for saying this 1. You develop it once an sell it many times 2. You have no inventory. 3. Clients pay you before they download your product 4. You earn money 24/7 5. No face to face selling 6. You can outsource the production 7. You can do it in your room
Re: Email Etiquette Re: Email Etiquette - [quote="jvprosperity":24jznj58] The P.S. suggestion is good but it depends on the type of communication (e.g. Autoresponder series verses one off emails to Clients or Prospects)[/quote:24jznj58] Andy, You are right. I was mainly referring to Auto Responder emails. To end a normal email, I attach signatures. Takuya
Re: What are your January Goals? Re: What are your January Goals? - Here's a quick update on mine: Goal #1: Hire New Writer = done - Post job description on oDesk - Set up trial job - Pick top candidate Goal #2: Follow up with Clients = done - Create and send quarterly report - Touch base with last year's clients - Follow up with 4 connectors Goal #3: PERSONAL = about 70% done on the month - Do something nice for my wife each week - Exercise 4 times per week - Daily stretch - want to touch my toes


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