Businesses rely on a steady stream of customers and clients who are willing to do business with them to survive. Every customer is important, but too often the focus tends to be on getting new people in the doors and helping them through the conversion process to land a sale. You must work to build better, stronger relationships with your existing clients.
Get to Know Them
People want to matter. They don’t want to be relegated to just a number, wallet, or bank account. If you want to make your clients feel valued, one of the best ways to do that is to get to know them on a more personal level. Ask them about their interests and hobbies. If they have kids, learn their names and ask how they’re doing on occasion. Learn your clients’ names and use them in conversation. It adds a personal touch that will leave your clients feeling like you care enough about them to get to know them individually.
Meet Their Needs
People approach businesses to have their needs met. How you go about meeting their needs will impact not just the relationship you’re building with your client, but whether or not they’re willing to continue to do business with you. Poor customer service costs businesses $62 billion a year. If you want to have a productive, mutually beneficial relationship with your clients, take the time to find out what their needs are and how you can best meet them.
Check Back In Periodically
Don’t make the mistake of thinking your job is done once the transaction is complete. Loyal, repeat customers are an invaluable asset to a company and cost far less to retain than it does to gain new ones. If you want your clients to feel that you care about them beyond the initial transaction, take the time to check back in with them periodically. This serves two purposes. First, it helps ensure client satisfaction and makes them feel like you care. Second, it helps remind your client that you are ready and waiting to help them the next time they need your services. By making your business memorable and more convenient to return, you increase the chances that they’ll do business with you in the future.
Your existing clients need your attention just as much as new ones. Take the time to get to know them and understand their needs so you can better meet them. Remember to check in with them periodically too to see how they’re doing and if they can benefit from your services in any way. Building better relationships with them will keep them coming back again and again.
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