This is the final part of a three part blog series on how to maximise your return from your clients, while adding value.
Series Goals:
* To gain better client retention through improved service
* To win more business through ancillary services
* To win more business through referrals
In Part 1 of this series, the action was to gain a stronger understanding of your client's business so that you could find them leads and opportunities. In Part 2 it was to look at the services you could provide your clients that could help them to, for example, win more business, free up their time or reduce their costs.
In Part 3 we take advantage of the benefits you have gained from these client first and value add initiatives to focus on how your clients can win you more business.
Choose one client and answer these questions.
What referrals have they given you? Have you asked them for referrals?
Why: Your client has clients and contacts that you can tap into. If you are providing a high level of service to your client, they will recommend you, if you ask them to!
ACTION 1:
With your chosen client make a list of who they have referred to you. If there have been no referrals, why not? Have you asked them for any?
ACTION 2:
Pick up the phone to a client you have assessed (See Part 1), organise a meeting, coffee or lunch. Meet with them to talk about their business (see Part 1), explore what else you could do for them to improve their business (see Part 2) and at the end of the meeting ask them this question....
“Do you know anyone who may be interested in what we do?”
Do not miss an opportunity to ask for a referral. Most client meetings will present you with the chance to ask. However, it is important to remain focused on delivering the hightest quality of service to your client first. Make it easy for them to refer business your way.
YOUR CHALLENGE:
Next Chapter focuses on putting marketing into action and we challenge our clients to do the same.
So why not try the following:
Target: Assess two clients, meet with them and explore how you can add value to win more business.
Deadline: Two weeks.
Your feedback on how you get on would be welcome. Feel free to leave comments below.
We are operating in difficult and challenging times. Through working together and supporting each other we will generate more opportunities for success.
Wishing you every success for 2011.