To develop sustainable internal business, clients need to know about you, and they need to respect you. They need to view you as an integral part of their team. They need to believe you contribute to their success in achieving organization goals.
It takes a lot of work on your part to build the relationship. Operate as if they are likely too busy to seek you out. Operate on a professional and expert level.
1. Design postcard stationary with your photo, contact information and expert help listed. Send handwritten notes to clients with helpful information that will be of interest to them
2. Send thank you cards to your clients for using your services and for considering your services
3. Host an executive one day mini conference at a local hotel featuring speakers and topics of the utmost importance at that particular moment in time
4. Hold a Breakfast Briefing Series on important topics. Invite the key executives and senior managers who are making an impact
5. Send announcements of new videos, books, software, and CD’s that have been acquired and include instructions on how to reserve them
6. When a client praises the work you have done for them, ask them for a testimonial that you can publish that demonstrates results
7. Send clients updates of the type of projects you are working on with other clients. Stimulate their interest in new ways you can be of help to them
8. Recruit progressive managers to pilot programs that will help them meet their organization goals
9. Circulate reports on events you attend that contain helpful information for your clients and circulate them
10. Ask clients to take you on facility tours to learn about their business and challenges. People love to do this for people who are really interested
11. Offer your services to facilitate their planning meetings and to provide them with expert help that delivers a stronger plan
12. Attend their meetings from time to time and present information to the group that is topical and helpful
13. Schedule annual planning sessions with your key clients to develop a learning plan for their employees
14. Develop your own in-house web page that contains information on your accomplishments, background, expertise, client testimonials, success stories, articles, recommended links, etc. Include your web page
address on everything you send to your clients
15. Return all phone calls promptly
16. Ask key clients to review new project work for their input to improve it
17. Be eager to make referrals when you are not the right person to handle their need
18. Schedule informal meals with a group of clients from time to time. Make introductions to people who should know each other
These are just some of the actions you can engage in that will help you develop stronger business relationships with your clients leading to great word of mouth marketing!
L. C. Peterson is a freelance writer and web site consultant. More articles and writers’ tips can be found at http://www.salesandtales.com and http://www.lcpeterson.com.
