Show Some Generosity
Along the lines of building relationships, let’s touch on the importance of generosity. Sometimes, we get so caught up in our day-to-day business operations that we forget about this important business – and personal – practice.
By generosity, I mean being generous with:
Your time and talent. Be generous with your time and talent, whether it’s helping one of your clients or volunteering in the community. Business is not always about the bottom line.
Your resources and materials. When you find a great resource, tell your business clients. You can put useful links you find on your Web site or forward an interesting article.
Your terms. LL Bean is a good example of a company that is very generous with its return policy. If a customer is dissatisfied with LL Bean merchandise at any time, the store will take the merchandise back – no questions asked. You also might alter the payment terms for a business you know is just starting. We’ve all been there before, and a little flexibility can go a long way with clients.
Besides the obvious goodwill of generosity, it also can be viewed as a subtle marketing tool. While this shouldn’t be your sole reason for being generous, people appreciate a business that is willing to step from behind the profit margin and help others.
Tom Long 708-524-0886; SolidOakConsulting.com.
Wednesday, April 27, 2011
Wednesday, April 20, 2011
Building Your Client Relationships
Building Your Client Relationships
Earlier, we touched on the importance of relationships in business. After all, when you have strong client relationships, they will tend to stay with your business for the long haul. As such, building relationships is an important part of marketing because it entails how you promote and sustain your business.
You can build client relationships in two ways: on a personal level or a professional level. A personal relationship with your clients means going beyond the boundaries of their business and getting to know them as people, not just clients. You learn about their family, their hobbies and their dreams. You can connect with them on a personal level by sending them birthday greetings or asking about their family and hobbies. When you have tickets to a sporting event you know they enjoy, ask them to go with you or simply give them your tickets to enjoy with their family or friends. By connecting with your clients in this way, you are reinforcing your business relationship and building a rapport and trust that go beyond the client relationship.
Building a professional relationship often means exceeding your client’s expectations of you and your business. For example:
Share your contacts. If your client needs assistance in a particular area, whether it is your field or not, share your contacts who might be able to help your client become more successful. Let them know you care about their success and not just your own.
Make face-to-face contact. Many business relationships these days are conducted over the Internet or by phone. But, whenever possible, it’s nice to see your clients face-to-face. This strengthens your relationships and adds a personal touch to the professional level. Plus, people like the reassurance that comes from personal contact.
Avoid nickel-and-dimeing. I’ve heard lawyers say to their clients, “Why didn’t you come and see me sooner?” Well, they probably were afraid of getting charged, so they waited until it was too late. But, if the client knew that the lawyer wouldn’t charge for every minute of the consultation, the client may be more likely to see him. This puts your clients at ease and keeps communication open and fluid.
Generally speaking, you want to retain your clients. (And trust me, I know there are ones on occasion that you want to get rid of.) Next to offering a great product or service, relationship building is the best way to keep your clients and establish long-term relationships.
Tom Long 708-524-0886; SolidOakConsulting.com.
Earlier, we touched on the importance of relationships in business. After all, when you have strong client relationships, they will tend to stay with your business for the long haul. As such, building relationships is an important part of marketing because it entails how you promote and sustain your business.
You can build client relationships in two ways: on a personal level or a professional level. A personal relationship with your clients means going beyond the boundaries of their business and getting to know them as people, not just clients. You learn about their family, their hobbies and their dreams. You can connect with them on a personal level by sending them birthday greetings or asking about their family and hobbies. When you have tickets to a sporting event you know they enjoy, ask them to go with you or simply give them your tickets to enjoy with their family or friends. By connecting with your clients in this way, you are reinforcing your business relationship and building a rapport and trust that go beyond the client relationship.
Building a professional relationship often means exceeding your client’s expectations of you and your business. For example:
Share your contacts. If your client needs assistance in a particular area, whether it is your field or not, share your contacts who might be able to help your client become more successful. Let them know you care about their success and not just your own.
Make face-to-face contact. Many business relationships these days are conducted over the Internet or by phone. But, whenever possible, it’s nice to see your clients face-to-face. This strengthens your relationships and adds a personal touch to the professional level. Plus, people like the reassurance that comes from personal contact.
Avoid nickel-and-dimeing. I’ve heard lawyers say to their clients, “Why didn’t you come and see me sooner?” Well, they probably were afraid of getting charged, so they waited until it was too late. But, if the client knew that the lawyer wouldn’t charge for every minute of the consultation, the client may be more likely to see him. This puts your clients at ease and keeps communication open and fluid.
Generally speaking, you want to retain your clients. (And trust me, I know there are ones on occasion that you want to get rid of.) Next to offering a great product or service, relationship building is the best way to keep your clients and establish long-term relationships.
Tom Long 708-524-0886; SolidOakConsulting.com.
Wednesday, April 13, 2011
Are You Keeping a Marketing Calendar?
some time back, we touched on the importance of keeping a marketing calendar. A marketing calendar, as you may remember, keeps track of your marketing weapons and shows the interaction and synergy between them.
Since it is still early in the year, take a look at your marketing calendar again and evaluate what is working and what is not, especially those weapons that have measurable results. If your weapons are not firing as effectively as you hoped, it may be time to shake things up a bit and try some new ammunition.
If you need assistance in evaluating your marketing calendar, please Contact Tom Long at 708-524-0886; SolidOakConsulting.com.
Since it is still early in the year, take a look at your marketing calendar again and evaluate what is working and what is not, especially those weapons that have measurable results. If your weapons are not firing as effectively as you hoped, it may be time to shake things up a bit and try some new ammunition.
If you need assistance in evaluating your marketing calendar, please Contact Tom Long at 708-524-0886; SolidOakConsulting.com.
Wednesday, April 06, 2011
Holding up Your End of the Relationship
Holding up Your End of the Relationship
When your clients come back to your business again and again, it's because you have developed a relationship with them. Just like the personal relationships you have in life, your business relationships are built on characteristics like trust and rapport. Your clients know they can trust you and your company to deliver whatever it is they need, when they need it and how they need it – whether it's consistency, low prices or high quality. And, because of the trust they have in you, they know they can call you anytime they need something.
These relationships are a two-way street. You need and appreciate their business as well, so your relationships are mutually beneficial. Just as they enjoy the benefits of your product and/or service, you enjoy the benefit of their consistent and dependable business. Image and, loyal clients equal free and effective marketing. Some businesses exclusively thrive on word-of-mouth and referral business.
Many times, businesses build relationships without even realizing it. They just do what they do best – and the business comes in. But, as your business grows, it's important to examine your relationships with existing clients so you can 1) retain your existing clients, and 2) target new clients.
To start this exercise, visit your existing clients and simply ask them, "What is most important to you about the product or service we provide?" and "Why do you come back to us?" You already may know the answers to these questions – or you just may be surprised. Either way, it's important to know the reasons behind the relationships because they will provide you with insight you may not have otherwise. This knowledge not only will help improve your existing and future relationships, but your product and/or service will benefit, and you can more easily craft a clear marketing message.
For tips on building successful business relationships, please feel free to Contact Tom Long at 708-524-0886; SolidOakConsulting.com
When your clients come back to your business again and again, it's because you have developed a relationship with them. Just like the personal relationships you have in life, your business relationships are built on characteristics like trust and rapport. Your clients know they can trust you and your company to deliver whatever it is they need, when they need it and how they need it – whether it's consistency, low prices or high quality. And, because of the trust they have in you, they know they can call you anytime they need something.
These relationships are a two-way street. You need and appreciate their business as well, so your relationships are mutually beneficial. Just as they enjoy the benefits of your product and/or service, you enjoy the benefit of their consistent and dependable business. Image and, loyal clients equal free and effective marketing. Some businesses exclusively thrive on word-of-mouth and referral business.
Many times, businesses build relationships without even realizing it. They just do what they do best – and the business comes in. But, as your business grows, it's important to examine your relationships with existing clients so you can 1) retain your existing clients, and 2) target new clients.
To start this exercise, visit your existing clients and simply ask them, "What is most important to you about the product or service we provide?" and "Why do you come back to us?" You already may know the answers to these questions – or you just may be surprised. Either way, it's important to know the reasons behind the relationships because they will provide you with insight you may not have otherwise. This knowledge not only will help improve your existing and future relationships, but your product and/or service will benefit, and you can more easily craft a clear marketing message.
For tips on building successful business relationships, please feel free to Contact Tom Long at 708-524-0886; SolidOakConsulting.com
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