If you have read or listened to any of my content, you will hear me say that it’s not just the first sale that’s important. It’s the next one and the next one and the next one after that again.
I’m a marketer who believes in not just getting clients but also keeping clients.
And the one way to do that is to develop genuine, warm and human relationships with your clients.
Whether you get a client through face to face meetings or they buy something from you after being on your list for a while, you must develop a genuine relationship with them.
I’m not talking about a gushing, loving relationships – that would be weird! But you can develop a warm relationship with a client and it comes from being genuine.
I have been an avid fan of relationship marketing since my Masters of Business Studies days back. The one thing you’ll find that’s common to virtually every successful business is they make great effort to begin, grow and nurture the relationship they have with clients and prospects.
This is why I recommend that you structure your business and your marketing so that you are giving, especially in the first interaction. Have you ever heard the saying ‘Giver’s Gain?’.It’s the ethos behind the incredibly successful business networking group, BNI. Why? Because it works.
Now, don’t misunderstand me. I’m not saying that you give endlessly without receiving. You must ask for the sale and you must do the work when you get the sale.
But if you look after your clients, they will look after you.
You see, if you build a good relationship with your clients where they can depend on you, it builds likability and trust. Trust for referrals and trust that you’ll get the job done. They’ll become long term clients and partners. They won’t even ask the price because they’ll know from experience that you do a great job, deliver on time and you charge a fair price – even if it is a high one.
Relationships are a cornerstone of every business. Without them, you don’t have a business. Or you’ve a business that is chasing sales the whole time. Relationships bring consistency to your business.
And consistency always brings in the profits.
Action for today
Look at your client list. Look at your prospect list. Be honest with yourself and see if your relationships need a bit of working on.
Can you get in touch with them today or tomorrow and begin to work on that relationship? Depending on your business, it could just be a simple hello, how are you? Or it could be a new piece of content.
