There has been much chatter on my private forum regarding existing clients and nurturing them. I.e: visiting them with improved customer service. Find out what they need and then deliver it. Many firms have met with a few and had some success yet no firm has met with all of them.
When you do this let’s remember a few things here:
1. Clients WILL say no. When you pitch ideas to them not all will accept. If you have done the best job possible, if you have the clients best interests at heart and you have given them some ideas with the greatest of sincerity and care – and then they say no. Not your problem. Get over it and move on.
2. My definition of a ‘good client relationship’ is when clients call you before they do things related to your speciality – finance, planning, tax etc. If they call you before they do whatever then you have a chance to advise them otherwise – or reassure them. How many clients do you have of that nature? Small percentage I would guess.
3. If you do not build a good relationship with your clients then someone else will
4. As I said to my 10 year old daughter before she had to give a speech to assembly….. remember these 3 rules with speaking..
1) You have the microphone and as such you are the most powerful person in the room
2) You always give 3 speeches – the one you intend on giving, the one you actually give and the one you give to yourself later
3) The audience doesn’t know what you are going to say so whatever you say is correct.
You have the power here – the trusted relationship. You already have the microphone!