10 Ways to Keep Your Best Clients
3. Deal with the challenge of cold calling.
First follow any regulations regarding who you may contact and when, but also keep looking for more opportunities to reach out to potential customers. Some great ways to accomplish this are:
- Send a company newsletter.
- Call clients who would benefit from the latest update or technology.
- Network within your industry and community.
4. Determine who the real players are and find a way to get their attention.
It may be easy to spot the movers and shakers in your industry, but how do you reach them? If you did your homework (see step 1), you can find the door to make a connection. What trade organizations are they involved in? Do they support any causes or groups? Find what interests them and place yourself in a position to reach them.
Another option is to take the more direct approach and just tell them what your company can do for them. But remember to play the odds and only pursue those that you feel would see potential in your offer.
5. Fall in love with people, not projects.
It’s easy to get personally involved in certain projects, but keep your ROI in mind. Assess if the time, money, and effort you’re putting into a project will pay off. It’s important to remain objective—for you and your clients! Your responsibility, to your client and yourself, is to keep your main goals on target.
6. Get in your client’s face!
If you want to build a relationship with your client, you have to BE THERE! Selling is all about relationships. You’ve already invested the resources to earn their business and their trust. Now stay in contact. This means quality, face-to-face time such as a lunch meeting. Look for new ways to get in front of your client so you’re always a welcome partner.