Nina Campbell

How Do You Manage Client Retention?

Reality; it's our clients that help us build our businesses.

Let's face it; it's our clients that support us in building our businesses. Without them, well, there is no business. So what do you do to bring in and retain your clients?

Here are a few tips to think about;

1. Customers need to know you exist! - It is not enough to believe that "if you build it they will come". You have to let them know you are out there. So network, network, network. Join groups and associations of like-minded professionals; speak your heart out for free about what you offer and the benefits your customers will receive. Get in front of people, the media, the community and blast out your value.

2. Customers need to know you are credible. Remember the commercial "He likes it, hey Mikey" -No matter how well you tell them you can do the job, if customers can't see that it has been tried, tested and true, they may not buy it. Put real testimonials on your website. Let your customers see, read and know that you are or you deliver, what you say you will.

3. Attract your customers, don't chase them- Remember a time when cold calling and door knocking was in? Well it isn't any more! Customers now have the choice to "like" you or "follow" you or "connect"... if they choose, and they will choose if you give them a reason to. Offer clients value and focus on the benefits they will receive.

4. Give away tid bits but let them come in for the full meal deal. Give your customers a "taste" of your products or services. Let them sample how they can benefit from what you offer, but let them make the order to achieve the results.

5. Stand out and don't worry about your competition. If you know with certainty your strengths, you product and services, the value that you offer and what makes your company unique, then your clients will too. If you don't know or are wishy washy on this... how do you expect your clients to feel confident? Don't worry about what the economy and what the other guys are doing... focus, focus, and focus on what and how you deliver.

6. Stay in touch with your clients-Till the end of time. Why do most customers go somewhere else or forget your name when it comes time to referring, even after a great experience with you... in most cases it's because they forgot you exist or they feel they weren't important enough for follow up. So don't drop the ball at this crucial step... follow up forever and ever. Consistently!

You know you offer a product or service that people are looking for, so focus on your strengths, hire talent to look after your weaknesses and remember that client retention is what keeps you in business.

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