How to Keep Your Clients
How to Keep Your Clients
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.
How to Keep Your Clients - To learn more about this author, visit Donald F. Pooley's Website.
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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.
How to Keep Your Clients - To learn more about this author, visit Donald F. Pooley's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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