Looking for a goldmine of referrals for future business? Look no farther than the relationships you have already developed with your past clients! Instead of spending precious time and money marketing to people you don't even know in an effort to procure new business, wouldn't it make more sense to go deeper with your existing clients? What if you were to regularly reach out to your past clients to collect relative information to help you understand their ongoing needs?
In the book, "Business at the Speed of Thought", Bill Gates states, "How you gather, manage and use information to serve the needs of your customer will determine whether you win or lose in your business."
Consider this quote a definition of database management. Database management is about gathering pertinent information about your customers so you have an understanding of their relevant needs. From there, you can proactively structure a plan to give your clients exactly what they want. You MANAGE the DATA!
If you don't have a database, maybe this has happened to you......You provided excellent service to a client but failed to plug them into system. You kept thinking you would do it - but you didn't. A few years later (still no database or system) you find out (too late) that they used the services of one of your competitors without even giving you the opportunity to make a bid for their business! When this happens, it happens for a reason. The fact is, your client had a need and you weren't there to fulfill it for them. And most likely, it was because you didn't even know they HAD a need.
Today there are many database programs available with the capability to automate contacts with past clients, run reports and even analyze the information you have about your clients. You can take that information and use it to to put yourself a step ahead of the competition. By proactively serving your clients' needs and interests, you will no doubt stay ahead of the competition.
Coming Soon - Gathering Information for Your Database!
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