Finding and Keeping the Perfect Client
Finding and Keeping the Perfect Client
Finding and Keeping the Perfect Client
Have you ever had a client that you hated to service? Someone that was a real pain in the you-know-what? Sure they were paying clients, but they often paid late, haggled prices inappropriately, had tons of issues, demanded more and more of your time, and were probably even rude to you or your staff. Once they left your office or the transaction was complete you were slightly disgusted with the entire process and wish you had just told them where they could stick it?
Now compare that to your favorite client. The client that always had a smile, understood that sometimescapabilitiesand deadlines didn't see eye to eye, were happy about your pricing and always had a smile in their voice. These clients were a pleasure to be around and you wished you had more of them. They referred their friends, they spoke highly of you in their own circles and when the job was complete you actually felt bad yourcommunicationwas complete. You actually worked harder for these clients because you actually liked them and enjoyed their company.
How do we find more of the latter? How do we fill ourclientlewith only the best? This article will show you how.
Qualifications of the Perfect Client:
What makes a client "perfect"? These clients are not coincidental or impulse clients; they have a general recurring need for your product and refer other clients to you. Here are 3 simple ways toidentifythe Perfect Client:
They go out of their way to show loyalty by waiting until you are available to have their needs meet (unless it is an emergency of course.)
They advise you of other opportunities for advancement: local events that you may be interested in, additional products or services you should offer, services or products that you offer now that are of no use to them or general feelings they have toward your physical location and suggest improvements.
They bring you qualified referrals: Every perfect client should refer at least 5 clients to you on average. These referrals should generate 5 more. Word-of-mouth referrals have the best conversion rate in marketing today. There is an implied trust and dependability in the vendor and no one would risk a friendship if you are not quality.
Responsibilities to the Perfect Client:
How do you keep the Perfect Client, perfect? If you have gone to work to find these individuals, make sure you are providing the service and quality they deserve. Here are 3 simple ways toservicethe Perfect Client:
Superior quality service: This should go without saying but your primary service or product should be of incontestable quality. Your customer service should be as if you were servicing a celebrity or influential news reporter every time. Your employees should be on the same page with this concept. Every client interaction should be held as a marketing opportunity. Every time they have a positive experience they will tell 5 people however every time they have a negative experience they will tell 20 people. If their experience is uneventful they will tell no one.
Peripheral servicing and professional referrals: You should have enough open communication with your clients via face-to-face interactions, newsletters, online communication, or even a comment drop box to know what other issues they are facing. You should know what other issues burden your clients and try to help. i.e.: a daycare facility should be able to suggest an evening babysitting service as well as local evening hot spots for parents to get away for a night.Additional and personal service like this goes a long way. These relationships with other vendors will also go a long way in helping you with your $0 Budget Marketing Strategies. Soon you will have a huge team of people ushering business your way.
Constant communication: Your clients should be hearing something from you at least once a month whether they come into your store/visit your website or not. They should know, expect and trust whatever it is that you have to say because it is current and relevant and they should know your current specials, discount and partnerships. There are many ways to collect contact information that us non-invasive. I have written other articles about them, no need to repeat here.
How to find the Perfect Client:
Ok, I'm hooked. Where do I find this unicorn of a client? It is not as difficult as you think to find the clients that will become your marketing team, your referral machines and your advocates on the street. Here are 3 simple ways tofindthe Perfect Client:
Define a niche: If you are servicing everyone and their mother then it very hard to create a brand for yourself. i.e.:You want to go to the plumber that all dentists go to first. You want to become the web design specialist for all funeral homes.This concept is not restricting your client base; it is targeting your market. All of your marketing materials and core products will be dedicated to one industry and people feel better and pay more when dealing with specialists.
Network: Involve yourself with different organizations that you believe your clients are a part of. To develop a personal relationship with someone as an individual or as an influencer to a large number of people takes the guess work out of the equation. Too often we involve ourselves only in organizations surrounding our own profession.i.e.: You are a private chef in a room full of private chefs.It would be much more advantageous to be a private chef at a PTA meeting, country club or neighborhood association meeting. Surround yourself with clients, not competition.
Ask for a referral: This is not as intrusive as you think. If you know you have done a good job and you have a good rapport with your clients, ask them if they know anyone else that would be interested. Offer them some sort of traceable benefit for doing this for you. Follow up on the referrals and give the reward that you promised.
More concepts like this will be available in the upcoming$0 Budget Marketing Strategiesby the Liquisalesman. Coming Fall 2010. Till then, contact us directly by leaving a reply on this page.
Thanks and happy marketing!
Lot-802 Questions And Answers A great activity for boys and their father Let's Put Our Muso Hats On And Discuss The Brits Nominations Selling Tech Gadgets: How To Sell Laser Pointers What Are The Steps Involved In Getting Your Last Will And Testament Prepared Secret Places, Memories, and Photo to Canvas In What Circumstances Would You Need To Change Your Last Will And Testament What Is The Dollar Amount Threshold That Is Needed To Prepare A Last Will And Testament How Long Does It Take To Get Your Last Will And Testament Prepared Both Auburn And Oregon Prove Why They Should Play For The National Championship Long Term Care and How to Pay for It Leann Rimes And Eddie Cibrian Engaged VWP and EB5 Immigrant Investor Visas Compared