By William H. Langdon, Jr., RFC, CFS, BCM, RFP
Growing your business is a full-time job. It’s not something you can do just one afternoon a month, or even once a week. To grow your business, you need to plant the seeds for future referrals in everything you do. Everyone you know – and every organization with which you’re affiliated – can be a source of future business. Of course, you’ll want to be selective about adding clients/customers who fit well with your practice or business, so be equally discerning about where you plant the seeds. Here are some ideas to get you started:
Revitalize client relationships
One of the best ways to get new client/customer is to take care of current ones.
n Call them. Your clients/customers want to hear from you – often. Pick up the phone and congratulate your best clients/customers. Thank them for their commitment to long-term support and tell them how loyal they’ve been.
n Show your appreciation. Hold a ‘priority client/customer event? for a handful of your best clients/customers. An evening seminar with a guest speaker is a popular choice, but consider a breakfast meeting and invite your clients/customers to bring a guest. You might attract fewer attendees, but they may be more serious potential prospects. You may also hold a focus group to solicit feedback on your service.
n Keep them informed. Sending your clients/customer a media copy from, What Others Have Said About You, can help reaffirm their possible choice of your business.
n Don’t forget to ask. When talking to clients/customers, ask them, ‘who else do you know that would be interested in our products or services?? Remember, people love to help out others if they are asked.
Reach out to other professionals. Other professionals can help strengthen your business.
Take a unique approach to networking. Make a list of the most sought-after professionals in your area. Rather than asking them for referrals, contact them and say, ‘I’m looking for a top-notch professional to whom we can refer our best clients/customers. This will turn an informal meeting into an interview, allowing you to be selective in your search. Initially, you might give more referrals than you get in return, but be patient.
Providing quality. If you provide to your client/customer high quality service, advice, information and education, SUCCESS WILL COME.
Bill Langdon, Jr. President and Founder of Langdon Capital Management, Inc., specializing in Investments, Retirement Plans, Risk Management. Clarkston and Waterford, Mich.