Kelly McCausey

Conserving Your Clients

Here are some tips to help you focus your energy on conserving the clients your service based business already has.

Work at home moms who are virtual assistants, ghostwriters, web designers and other service providers work hard to attract clients.  They spend money on promotional materials and advertising and devote time to networking with good potential clients.  The business of building a service based business can become an addiction.  The excitement of tagging a new client and getting to know their business is stimulating to say the least.

Eventually the time comes when you need to stop focusing so much of your enthusiasm on getting new clients and devote that energy to building up and conserving the client relationships you already have.

It’s easier to retain a client than to secure a new one, so what’s your plan for conserving the client base that you now enjoy?  The best plan surely involves providing high quality work delivered ahead of deadlines.  Happy clients are loyal clients after all.

You can take it a step or two farther by showing them regular and timely appreciation.  Everyone likes to be reminded that they are valued and it doesn’t have to be expensive to do.  Here are a few ideas:

• Recognize client anniversaries such as the date that they launched their business or the date that they first started to work with you. 
• Have a pack of business logo notepads created for them and encourage them to give them away. (Include info on how they can secure more.)
• Send them a ‘Just Because’ gift card for Starbucks and tell them to have a cup of coffee or a fruit smoothie on you. 
• Send a Blockbuster gift card with a box of microwave popcorn and encourage them to enjoy some creative loafing time.
• Spend some time brainstorming new ways that you can be of service and write up a brief proposal for their consideration. 
• Always send thank you notes when they make referrals to you. 

WAHM service providers of all kinds face stiff competition.  There will always be someone new and hungry for clients who will undercut your prices and try to tempt your clientele away. That is why small things matter as much as they do.

Creative acts of client conservation contribute to an overall sense of well being.  When you complete tasks right the first time and you’re doing little things like this to show that you are vested in their business and you appreciate their loyalty – they will do more than think twice when it comes to making a switch to someone else.

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