One of my clients, a business consultant, has worked with the same clients for years. She helps a client solve a problem, the client’s business grows, and then she finds other ways to help that client again. She knows that if her clients are happy, they’ll refer her to new clients…and they do.
When your business is thriving, you may not be worrying about getting more clients. On the other hand, if you’re waiting for the phone to ring, hoping that prospects will fill out your “get more info” form, and you have more bills to pay than clients to cover them, you’re probably thinking about ways to find more clients.
You can go after new clients, which can cost time and money, or you can find new ways to serve old clients. Studies show that it’s less expensive to service an existing client than to market to a prospect. Consider these tips before you spend more time and money trying to find new clients.
- Anticipate your clients’ needs. You don’t have to be psychic (although it wouldn’t hurt) to gauge your clients’ thoughts and concerns. Some people use intuition while others use a more direct approach: they simply ask their clients for other ways they can help them. If you ask the same question rephrased differently each time — try not to be annoying — you should get the information you’re missing.
- Be a resource to your clients. If a client asks you to do something that’s outside your area of expertise, recommend someone else. Your client will appreciate your willingness to help and when they need your help again, you should be the first person they call. Make sure you recommend someone reliable, because if they drop the ball, it reflects poorly on you.
- Create new products or services based on your clients’ needs. For years I’ve heard from clients who have moved from one part of the country to the other, but still want to work with me individually. Some weren’t able to fly me to their home offices, so I had to refer them to a colleague in their city. The light bulb finally went off and I started offering consultations via Skype. At first I didn’t think the virtual consultations would work, but they do, and have become a large chunk of my business.
Before you give up on a client who hasn’t contacted you lately, ask yourself it there are any other services you can offer them. They’ll enjoy hearing from you, you’ll enjoy reconnecting with them, and the bottom line: you’ll be able to help them again.
How have you found new ways to help old clients?
Hi Lisa: great topic. I often share industry news or stories with clients. That not only helps me to keep in touch with clients, but it also ended up with me getting a regular gig of writing posts for their newly-launched blog.
I also write several posts on my business writing blog about business post ideas (like the one attached here through CommentLuv).I share those with clients as well. They appreciate the ideas that some struggle to come up with.
The other nice benefit of this is when one of my best client left her company, she hired me for her new company. Now, I have work at her former employer AND her new employer. Like growing your own clients.
Cathy Miller recently posted..30 Business Blog Post Ideas From One Quote
Sharing industry news with clients is a great strategy. You’re staying in touch without being annoying.
I love that one client turned into two. That shows that you did a good job for them, so much so that your client brought you to her new company. Thanks for sharing these tips.
Lisa recently posted..Look for New Ways to Work With Old Clients
Hi Lisa!
Thanks for inviting me to your Blog.:)
Any business requires a healthy balance of bringing ‘new’
in on a consistent basis & also keeping the ‘old’ happy. It’s
a juggling act that cannot favor 1 or the other.
KUDOs on your fine work here!!
Have a highly inspired day…your tribal friend Steven Suchar
Steven Suchar @ StevenSuchar.com recently posted..What’s Lurking Behind Free MLM Leads?
So true, Steven. I think it’s a skill that isn’t always easy to acquire, but is invaluable to growing a business. Thanks for stopping by.
Lisa recently posted..Look for New Ways to Work With Old Clients
Wow Lisa! I’ve been thinking a lot about this lately because I’ve realized that some of the same people consistently visit my site and attend my teleseminars. I need to focus more on them and fast!
Kelly Green recently posted..Your Network Is Your Net Worth
You’re right. They’re loyal followers who seem ready to buy what you have to offer. That’s priceless!
Lisa recently posted..Look for New Ways to Work With Old Clients
Lisa, I really like the idea of learning new things so you can offer them to your clients. I also am willing to do a little extra without getting a lot of money for it because as my clients do better business, they are willing to pay me what I’m worth. I know that’s not necessarily a good suggestion for everyone, but I’m new and have more to prove.
You may be new, but you’ve already figured out an excellent way to work with clients…have their best interests in mind. Your ability to see the big picture (doing extra work for little to no money now) will pay off in the long run.
Lisa recently posted..Look for New Ways to Work With Old Clients