This is part one of a three part blog series on how to maximise your return from your clients, while adding value.
* To win more business through ancillary services
* To win more business through referrals
* To gain better client retention through improved service
Choose one client and answer this question.
When did you last meet your client in a proactive way?
(Not because of a reporting deadline, or as a result of an issue to be addressed, but to see how their business is going, find out what is important to them right now and if there is any assistance you could give in finding opportunities for them.)
Why: You want to provide your client with a proactive service that is in their interests. It is not about your business. It is about what you can do to help them in their business. This goes beyond compliance and reacting to issues as they arise. It is you sitting beside your client in a business development capacity.
Pick up the phone to a client, organise a meeting, coffee or lunch. Meet with them to talk about their business. Ask what is important to them right now? What can you do to put business through their doors? Who do you know that could be a potential customer for them?
We are operating in difficult and challenging times. Through working together and supporting each other we will generate more opportunities for success.
Follow the Next Chapter Blog RSS feed for parts 2 and 3 in this series.