#3. Ask questions and listen. Understand their challenges and opportunities where you might be able to help.
#4. Help solve their problems. Be proactive and maybe use your network e.g. send them work, find a better building/lease, fill a job vacancy, new mortgage broker etc.
#5. Find ways to save them money. Work with them and tackle a specific issue.
#6. Get feedback. Do a simple survey of clients 20/80 rule, ideally run by and independent person for honest comments. Quickly find ways to improve and cement your relationship with clients.
#7. Support them. Be seen to use their products/services or support their charities.
#8. Understand their business. Be seen as proactive and email/send clients relevant business articles/news for their benefit.
#9. Ask for referrals. If you do a good job, then the timing is right to ask them for a referral.
Practitioners are terrible at communicating the real benefits of their work to clients. In other words, work out the potential cost for a business if they didn't have their business affairs sorted. And this will avoid the bank manager pointing out your fee on a client's balance sheet as a huge cost.
For more marketing tips for professionals, simply contact Brent Strong for marketing advice.
Warmest regards,
Brent Strong
General Manager