Do you love your clients? I hope so! If not, we need to have a completely different conversation! For the sake of this conversation, let’s assume you do love your clients. How do you let them know?
Many companies set up systems to follow up right after the sale. Some end holiday cards and/or gifts in December. And February often times makes us think about showing our appreciation. Sound like dating? Well, if sales is like dating, then what happens is this – you are really attentive while you are trying to win her over. Then, once you marry her, you stop paying attention. You stop doing the little things that show her you don’t take her for granted.
The question is this – what can you do to really show your appreciation? To really show that you value your clients? The short answer is think of them in a deeper way. Do things for them that help them beyond your product or service.
Here are some ideas for things you can do to express your gratitude, and love, for your clients.
Consider creating a resource board, either live or digital (or both). Post hyour client’s logos with links to their websites. Then advertise this. Not only will you impress your clients but you’ll help people solve problems. You’ll become the ‘go to’ resource for people looking for solutions. Word will spread and referrals will grow. You’ll also increase your client’s loyalty to you.
When you are reading news journals, websites, or magazines pay attention to two things – the advertisers and the stories. Now, you have to know your clients well enough to know what a good prospect looks like for them. If you find a story about a person or business that could be a good prospect, tell your client. If you see an advertiser who might be worthwhile, shoot your client an email or mention it to them. Don’t assume that your clients are reading the same things you are or are seeing things the way you do.
One word of caution here. You can’t fake or force this. Whatever ideas you give your clients must be genuine and meaningful. You’ll do more harm than good if you try to fake a lead.
- Attention and praise
Pay attention to what’s going on with your clients and send them a card now and then acknowledging their successes or hard work. This is one practice that really shows your clients how much you value them. You like them so much you think about them beyond the sale. What could be better?
None of these ideas take a lot of time or money. They do take a shift in attitude and focus. That shift is well worth the results. Clients don’t have the time, nor the interest, in shopping their vendors; as long as their vendors are providing value. But, while they may not be actively looking for an alternative, they are open to the influence of your competition. If you aren’t valuing them, and letting them know it, you’re making it easier for them to leave when a more attentive suitor comes along.