Nurture Your Present Clients
As business owners, we can expend a tremendous amount of time and energy trying to land new clients/accounts. Many don’t realize that it can cost significantly more money and time to obtain new clients. That being said, how about looking at your present client list and start nurturing what you already have in the hopper?
It’s all about keeping in touch and being interested in what your clients like, need, expect, and desire—simple gestures of kindness and appreciation for the work that they have trusted you with.
What are some of the skills one can work on to solidify and grow an existing client relationship?
- Know your client’s business. Be engaged in what’s happening in the marketplace. Share articles, blogs, and information that add value to their industry.
- Be positive and appreciative
- ?Take an interest in both their personal and professional lives.
At aha! we are about QOL (quality of life). We enjoy working with people that we have things in common with. Most of our clients become our friends, and we don’t let our friends down!
Clients want to feel that you are knowledgeable, not only in their fields of business but from a global perspective. “Be in the know.” Join groups online and learn from those who are thought leaders in their industry.
- Online groups are a great way to “be in the know” learn from those who are thought leaders in their industry.
- Utilize social media to share articles about your industry that are relevant to your client’s interests.
- Be an expert in your field of business and join media lists so you can be called upon for comments and or appearances.
Being trustworthy and honest is a key factor in maintaining long-lasting relationships with your clients.
- Be transparent. Always share pertinent information that may impact their business.
- Get back to your clients in a timely manner. Don’t avoid questions or leave your client hanging.
- Always be upfront when dealing with pricing. No surprises!
- Your clients can work for you. When you’ve completed a project, and your client is happy, ask for referrals.
- Offer incentives for referrals, perhaps a discount on their next project or ongoing work.
- Ask for the next job; ask for a testimonial… If you don’t ask, you don’t get!
- Get out for coffee, lunch dinner, be in touch, be authentic, and build a meaningful relationship.
Nurturing clients is all about communication. Follow-up is very important. Keep in front of your clients on a non-nuisance basis. “Out of sight, out of mind”. Be different, be daring, stand out from the crowd. Think of unique and creative ways to keep your clients interested in you by being interested in them!