9 Ways to Keep Clients Coming Back For More

A lot of effort is put into getting new clients. We all know our client base will change. Previous clients can move to a new area, sell their business, close down, or change their priorities. So finding new business is always important - but so is keeping your previous clients. Here are nine ways to keep previous clients coming back for more!

1) Provide exceptional service. Sounds obvious, but is very hard to do consistently. If clients believe they can't do better elsewhere, they won't succumb to the temptation of trying another provider.

2) Maintain your database. This can be as simple or complex as you like. Just make sure it meets the needs of your business. You must have suitable contact details, and preferably some measure of sales value. For example, I use email extensively with my clients, so having current email addresses is paramount. But I have clients who must use regular postal mail to communicate with their clients, as their clients do not widely use email. So postal address details are critical in their situation.

3) Use direct mail. This is your pipeline to future sales. Create regular opportunities to communicate directly with your previous clients, especially if your service has a long sales cycle. Keep in touch between purchase decisions.

4) Make special offers. Find ways to encourage previous clients to buy from you. Examples may be: package offers; time sensitive deals; introducing new services; pre-releasing information or products to current clients before the general public.

5) Run special events. Offer a free (or low cost) seminar to your clients on current issues. Invite complementary businesses, local business people, or celebrities to present new ideas. Use breakfast meetings, lunchtime executive briefings, or evening functions. The key here is to add value for your clients, outside of their usual dealings with you.

6) Write a note. Get a pen and write a personal message. This could be triggered by seasonal activities, birthdays, business events, or personal circumstances. Let your clients know you are still thinking of them.

7) Ring them up. Where possible get on the phone to previous clients and have a chat. Make it brief but meaningful. Keep posted on their current projects and priorities. Seek out ways you can help.

8) Promote your business. Demonstrate the value you can provide. If you have recently written a useful report, or presented a topic at a conference, or issued a press release, or conducted some research, or completed an interesting project, tell your clients about it. Don't keep your hard work a secret.

9) Send reminders. Many businesses have the opportunity to offer ongoing services for previous clients. Send a reminder about servicing, maintenance, periodic reviews, or changes to relevant regulatory requirements.

(c) 2004 Stuart Ayling

Stuart Ayling runs Marketing Nous, an Australasian marketing consultancy that specialises in marketing for service businesses. He helps clients to improve their marketing tactics, attract more clients, and increase revenue. For additional marketing resources, including Stuart's popular monthly newsletter, visit his web site at www.marketingnous.com.au

---

Its Better When They Tell Them

You know that word of mouth can grow your business.... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling... Read More

How to Revive a Dead Lead

It's easy to spend days, weeks, or months speaking with... Read More

How to Set Appointments

The Importance of setting appointments is crucial to running a... Read More

How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You

Instead of giving your customers or potential customers a choice... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

Expert Qualities in Sales

If you went to see your doctor, and he mentioned... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... Read More

Sales Copy Tips

Writing good sales copy is not an art, it is... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

A Stupid Question, but it has to be asked

This is a stupid question but it has to be... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

Ask for the Business

Many times in the process of making a sales presentation... Read More

Improve Your Sales Closing Ratio

Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More

Peak Performance ? What You See Is What You Get!

Would you like an easy way to track the performance... Read More

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More

Packaging Maketh the Person

The multi million pound cosmetics industry is acutely aware of... Read More

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

Pinging for Success: Creating Search Patterns

One of my first internship jobs as a college student... Read More

The Allure of Antique Store Fixtures

They say if you wait long enough, a style you... Read More

The Hands On Approach

While living in the technology age where everything is computerized,... Read More

Everything in Life is Selling

Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Whats the Secret to Repeat Business?

When you think about ways to gain repeat business from... Read More