Customer loyalty is essential when it comes to sustaining and growing your business. When you provide service that goes above and beyond expectation, you’ve already completed the most crucial step. Here are five more steps to ensure that you make clients for life by going the extra mile.
Build Your Value Proposition: You make money by helping your clients, that much is obvious, but you still need to take the time to simplify your mission and turn it into something to live by. Boil it down to a few sentences and commit it to memory like a prayer.
Target People Who Need You: Never waste time marketing to people that don’t need your product or service. So much time and money is wasted in the sales world trying to draw blood from a stone. Take all that energy and focus it on finding the right people—prospects who need your help.
Provide Immediate Value: Figure out a way to provide initial value with something free. This act ignites rapport and sets the reciprocity effect in motion. When you just roll up on a prospect and go immediately for their wallet, they’re going to get defensive. Whether it comes in the form of local content, market information, a free service, or something as beautiful as American Lifestyle magazine, get the ball rolling with a no-strings-attached sign of good faith.
Be Available: One of the most frustrating parts about dealing with a service provider is having to put in work just to talk to them. Obviously you can’t be available 24/7, but when you go out of your way to lay down communication preferences and expectations, you set yourself up to be there when they need you.
Follow Up Forever: The last time you follow up with your client is when they pay their respects at your funeral. Follow-up never stops. Always remain consistent, always remain sincere, and always provide value.
If you take action on these tips, not only will you retain clients and make money, but you will create in-depth connections that will have a positive impact on your book of business and on your life.