Written by Nathan Thomas on July 20, 2006
Written by Nathan Thomas on July 20, 2006
You're hearing and reading ideas all over the place for diversifying your practice and attracting new business. If you're feeling a pinch the best place to start, 100 percent of the time, is with the business you already have and value.
All the tricks of the marketing and client retention trade won't keep all your clients ordering at the same pace they did in 2003. But that's not a reason to take your eye off the ball, it's a reason to bear down and do everything you can to be sure your phone keeps ringing (or Appraisal XSite website keeps pumping out orders) while your colleagues' go silent.
The old adage "if you love something, set it free" does not apply to client retention. You need to pay attention to the business you have. And then pay more. Your goal should be to turn existing clients into fans. You know how fans act if you follow sports or know someone who does. In business they become living, breathing testimonials for you. They recommend you to others and even pick up the phone to let you know of an opportunity to help your business grow.
By following a couple key strategies you can help turn existing clients into satisfied, long-term fans. Try this:
You can spend equal amounts of time and effort rooting around for new business and feeding and watering the business you already have, and your work on existing clients will almost always reap the most, and most immediate, rewards. Give it a try.