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
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