This week’s reflection point: One does not need an excuse to reach out and connect with our clients. There are quite a few opportunities to do so and provide them with helpful improvement ideas, recent best practices and successful insights. In addition to the use of technology and the web to stay in touch, I’d also suggest you systematically (at least every quarter) reach out and schedule conversations with your clients. A simple database will allow you to track who is due for a call next. Also, pay attention to emails you are receiving from clients, who is reading your newsletters, blog or those communicating with you through the various social media platforms. All are opportunities to reach out and connect.
The purpose of such calls should be to:
- Find out what has been happening in their lives and businesses.
- Provide them with value.
- Ask them questions that will provide you with ideas for future products, services, and content development.
- Ask for testimonials and referrals.
- Stay in touch so they don’t forget you.
Your clients are going to appreciate this gesture and would often ask for your help executing the ideas and insights discussed.
What questions should you ask on such calls:
- What new challenges have you, your organization, department, division, industry, been facing?
- What new recent developing trends have you seen?
- What are some of your recent successes you are most proud of?
- What has been the impact to your business of our work together?
- What are some of the exciting projects you are working on?
- Have you, your organization or individuals within your organization, received any awards worth mentioning or have you been featured in the news?
- Are you on track to make this an amazing year?
- What are the obstacles preventing you from making this your best year ever?
- What individuals or companies do you admire most and why?
- May I use some of your comments in our newsletters, feature you in one of our upcoming case studies and as a testimonial?
Thank you, Jared Nichols, for asking me the question and giving me the idea to write this article.
This week’s tip: Pick up the phone or send an email and schedule a call with your clients. Remarkable things take place when you do.
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