4 Client Retention Strategies
Every business needs more clients, it doesn’t matter what business.
Without clients, the business will surely grind to a halt. Maybe not today, but eventually your business will die a slow and miserable death.
But what if you did a better job of retaining your clients? This is not as difficult as it sounds!
Here are 4 Client Retention Strategies:
- Stop Needing New Clients: It is possible to build a steady client base that really enjoys coming to you for your service. It is a rare thing these days to find a business that really puts forth the effort to “walk the walk” when it comes to customer service, and not just “talk the talk”. Take the time to get to know your clients, and they will reward you with their loyalty. This means you should be worthy of that loyalty though… What traits do you work to improve on? Build a happy client base, and you might not have to market so much after all.
- Qualify All Potential New Clients: Create a qualifying process for new clients to do business with you. It is easier to ensure that you and your client are a good fit from the beginning by giving a rundown of your services. Make the effort of understanding your client and how you fit into their life. Why do they need you? When the potential new client takes the time to learn what you are a professional at, you then start taking on new clients that understand and appreciate your skills. This is the key to the win-win situation, and both parties feel good when that happens.
- Build in Value: What was the last missed opportunity where you could have done just a little bit more for your client? It’s not easy to describe the feeling of getting more than you paid for, but you know it when you feel it. You can bet that your client knows it too, and when you give more value, they are sure to tell somebody about it. We can all focus a little bit less on profit so that we create ecstatic clients. These raving fans are the communication channel to get other people excited about your business. No one can buy that kind of advertising!
- Referrals are Worth More than Gold: Referrals are the next generation of buyers for your company so build a relationship with them. This is worth repeating, take the time to get to know your future clients. This step also builds in value from the beginning. Treat your referrals like more than a name, number, & email address. Just because we have the technology and automation does not mean we should act like robots. Use kind words, strive to remember their name, ask them about something that matters to them! When was the last time you went out of your way to say something nice?
It is possible to keep your business thriving, and your clients coming back for more. Show them some love and you are sure to make them love you and your firm. Remember, a client saved, is a client earned!
The Top 5 Benefits for Having a Facebook Business Page.
Facebook blows away the competition as the best social network to set up a business page. If you want to build a marketing platform to gain more clients, this is the first place you need to set up shop.
Here are the top 5 benefits for having and maintaining a Facebook business page.
- Increase Your Brand or Business Exposure to Potential New Clients:Facebook claims to have more than a billion users… I’m sure you can see that benefit. It would be detrimental for a business to NOT be using this to their advantage. Your newest clients probably live within a short radius from your business, but they might not even know you exist!
- Extract Leads:A bucket full of “Likes” on your page will never be enough to provide your brand with a long-term, sustainable business. I doubt that it is even possible now to make a good living in the short-term from simply using your Facebook page. Consider the scenario of Facebook closing their doors to businesses (PROBABLY WON’T HAPPEN… But what if?)
If you haven’t taken the time to build a trust connection with your clients outside of Facebook, then your business will most likely be in a heap of trouble. Smart business owners gather leads in the form of email addresses so they can contact their client base outside of Facebook. Extracting leads from this medium is a proven method to acquiring new clients.
- Reduce Marketing Expenses:As I have stated before, Facebook ads are relatively inexpensive when compared to traditional advertising (print, radio, TV, PPC), and are easily targeted and tailored to your market. This happens to be my firm’s specialty, so maybe I am a little biased, but that is because it really works when done correctly. There are plenty of ways to acquire new clients, but targeting Facebook users can dramatically reduce the Cost Per Acquisition.
- Reach a Targeted Audience:Obviously a carry-over from the last one… But only because it is critical. It is not feasible for everyone to “Like” your page. You really don’t want that because only a fraction of a percent of them might engage with your posts. The trick is to make the “Likes” inexpensive by targeting your ads. Combine this with building trust with these people, and you are on your way to acquiring new clients. You won’t incur a ridiculous amount of ad-spend, and potential clients are laser targeted.
- Facebook Smart Pixel:People that know me will tell you that I’m a numbers guy. Some might think I am odd, but I LOVE digging through statistics and metrics, and live & die by Key Performance Indicators. The reason is not always obvious to business owners because they are focused on running a profitable business. Most business owners struggle with understanding what KPI’s are intrinsic, but that is only because it is not their forte. Set up the FSP correctly from the start, and performance is tracked continuously.
That which is measured, can be improved upon, and having this knowledge separates the successful business owners from those that struggle. A business can never fully track traditional advertising (see #3 above), and therefore will not know what is working or what needs to be fixed. The devil is in the reporting details.
Hopefully, you have gained a bit of insight as to why having a business page on Facebook is necessary, and the opportunities for growth from maintaining one. If you don’t have one already, or are not fully utilizing your current one, feel free to contact me to find out how we can remedy that together.
Top 7 Ways to Attract Clients to Your Small Business
Marketing methods are changing! Doing business within this socially based word-of-mouth marketing atmosphere is complicated, but here is the cold, hard truth – no client wants to be sold to. The successful business has to follow the golden rule to eventually get business, specifically if you are a professional service business to consumer (B2C) business.
Here are the top 7 ways to attract clients to a small business.
- Focus on the value your service brings to the client. Be helpful to your prospective client when building trust relationships. It’s all about providing value, engaging people to foster relationships, being a good listener, and making sure you are a trusted resource before “selling”.
- Know your Business: How do you serve your client? What is your (UVP), Unique Value Proposition? How have you mastered understanding the solution that you provide to their problem? How do you help your client see your business as the best solution?
- Know Your Specific Client: Develop a client profile with their critical details. Who is your client? How does she live? Is she married with children or a single working professional? Is she a Baby Boomer or Millennial? Envision a distinct image of her, and make sure your marketing messages and content speak specifically to her. Remember these words of wisdom – market to everybody, and you market to nobody!
- Attract Your Niche Client: Depending on who your client is, some marketing methods will work better than others. Once you develop your client profile, figure out how to reach them specifically. The more niche focused your business is in the marketplace, the easier it is to reach your target market. Start by developing a list of your top 4-6 keywords. These should be the top search terms people use to find your products and services online.
- Professionally Engineer Your Marketing Strategy: Your marketing approach will be determined by your niche target client. Try a few of these ideas to reach your target client.
- Develop an informative website
- Content marketing/Blogging
- Email marketing
- Pay per click ads
- Direct mail
- Vehicle wrap
- Create a Referral Machine: Turn your happy clients into an unpaid sales force for your business. Incentivize your clients with discounts and special sales to tell their friends about your business. Find unique ways to reward and acknowledge your most loyal clients. Host a client appreciation event or give a social media shout out to your clients. Everyone loves acknowledgement.
- Keep Your Clients: It’s cheaper to keep a client than to be forever chasing new ones. Your best opportunity to generate more revenue is to provide excellent customer service to existing clients. The best way to engage your clients is to stay aware of their needs. Here are a few ideas to incorporate into your business.
- Contact clients within 3-7 days of a sale
- Conduct online surveys about your clients wants & your customer service
- Invite clients to leave a review on your social media platforms
- Maintain an email newsletter at least monthly (some claim that weekly is best)
- Send cards
- Send birthday, holiday, or anniversary cards (It’s not just about Christmas, get creative!)
When you use these tried and true methods of marketing for your business, you are bound to see more repeat clients, and that means your business moves towards being sustainable. Remember anyone will try something once; you need to build a relationship of trust to get them to come back to you.