Communication
- Maintain frequency and volume of contact with client – Contact clients once a month or more. I try to make at least five to ten telephone calls per day.
- Diversify your mode of contact – Utilize e-mail, snail mail, phone calls, seminars, speaking engagements, blogs, news articles, invitations to events.
- Tailor the communication to the client’s needs and interests – Learn about your client as a person and send communications relevant to the client’s needs and interests. Stand out from the crowd by sending various other interesting items, as well. Personally, I like to use Wine Industry News as many of my clients enjoy good wine.
- Do not spam, annoy, or stalk clients – Understand a client’s tolerance for unsolicited contact.
Networking
- Create value for the client by connecting the client with your esteemed colleagues – Introduce your client to successful professionals and let the client know how much you value the relationship.
- Joint Seminars and Projects – Invite like-minded successful authority figures in your field of business to jointly present relevant interesting information to clients. Partner with such figures on projects to deliver complementary services to clients.
Friendship
- We work with people we like and trust – Treat the client as a good friend should be treated. Know of things, events, and dates that would be important to the client. Always demonstrate respect and kindness towards the client. It works every time.