Paying respect to clients is something that is not normally done. The strategy is comprised of simple acts of kindness, but not everyone thinks to do this. Your added thoughtfulness becomes a classy differentiator for building your personal brand.
By treating clients with respect they reciprocate in kind by making business highly rewarding.
Let’s Have Lunch
Should you already have loyal clients, on occasion, treat them to lunch at a nice restaurant. Be certain not to talk about work or new services for sale during the meal. Make the conversation more personal by inquiring of their activities during the holidays, the summer, etc. Upon waiting to complete payment for the lunch, update your client on what’s new. If there appears to be interest, ask when a good time will be to have a serious conversation regarding it.
Introductions
As conversations become comfortable and ideas strike you, ask whether your client might be interested in pursuing. And whether an entrepreneur or a salesperson, as introductions of possible interest occur to you, offer them to your clientele.
Your History
Examine how you have treated your steady clientele.
- Do you show appreciation for continued business?
- Are you occasionally checking in to see how your client is doing with what was sold?
- Do you readily fix issues that arise to increase appreciation shown to you?
Doing all of the above increases client loyalty. The truth is, most professionals are too focused on getting the sale versus actually caring they did right by the client. Make it a habit to check in with a few current clients every day. Establish a running list of those clients to contact.
10 Sales Tips:
- Entrepreneurs – those of you who host a radio or TV show, offer those clients who may benefit your audience, as a featured guest.
- Offer to highlight those clients whose business model includes community service in your column.
- When you come across research that could be helpful to your client, send it over with a personal note.
- Invite your clients to company events and make personal introductions as they arrive.
- Introduce your clients to executive management at special events.
- If your client lives elsewhere, and they do a lot of business, send an appropriate gift of thanks during the holidays.
- Treat your valued employees to a day of fun that includes a team event.
- Encourage suggestions for business improvement and highlight those employees who provide the ideas to be implemented.
- After a sale send a handwritten note to say “Thank you”.
- On occasion check in with your clients to simply say, “I was thinking of you and was wondering how everything is going.”
These suggestions will lead to both client and employee loyalty. You will see begin to see improvement in ROI. The encouragement will have you creating further ideas for both enhancing business and your clientele.
Following these tips will have you enjoying the Smooth Sale!
