Build Strong Client Relationships
 The relationship you have with your clients is one of the most valuable assets
your firm will ever have. Your existing clients are your best promotional tool.
Are you taking special steps every day to build strong relationships with
your clients? You need to, if you want those clients to keep bragging to other's
about your services. Marketers everywhere will tell you that it is easier to
keep an existing client than to find a new one. Besides, you get paid to service
clients. You don't get paid to find them.
Always go the extra mile.
Assist your clients at inventory time, and keep up on
the "goings-on" in your client's industry. Offer to help them locate
other professional services (attorneys, financial analysts, insurance agents,
etc.) that they might need.
Develop a solid understanding of your clients' needs
You can start doing
this by listening carefully to their feedback. Don't assume that you know
what your clients' expectations are; you may end up giving them something they
don't
really want.
Be Proactive about finding client concerns or problems that you can address
Probe gently when clients seem reluctant to tell you what's going on in
their minds. Sometimes it's difficult for clients to put their feelings and
opinions into words. Demonstrate true caring for their needs by making an effort
to draw them out rather than letting matters drop.
Never say never
Even if a client's request is virtually impossible for
you to fulfill, offer to try your best. If you find that despite your best
efforts you cannot come through with exactly what the client wanted, offer
an alternative consider throwing in a bonus to sweeten the deal (ie, a special
report, or research).
Call back quickly
Keep client call backs on the front burner. You shouldn't
let clients wait for information. Even if their requests don't seem particularly
urgent to you, they are to your clients.
As you are mindful of the key points above, your client retention will become
better and better. Demonstrating to your clients that not only their business,
but the client themselves is important to you, you create a relationship that
ascends from purely business to friendship.
The real trick to a client feeling
that you care about them is for you to really feel that way. When you express
genuine concern for a client's situation, they will consider you more than
just a business contact, and people like to do business with friends. In marketing,
one learns that people are motivated to do something either because it makes
sense to do so (convinced in the mind) or they want to do so on an emotional
level. Most of the best marketers are those that appeal on the emotional level.
Once your clients know that you care about them and their business, you have
given yourself a truly unique competitive advantage that simply cannot purchase
for any price.
With a great business relationship with a client and as you show them that
you can make them more profitable, you will find them more than willing to
give you testimonials or referrals. When business comes to you, rather than
having to hunt it down, life is just a whole lot more fun and you will have
much more financial stability in your business.
For Those Just Getting Started
If you are just getting started with your own Accounting and Bookkeeping service,
or are considering doing so, we have compiled many resources to help you get
started quickly and make you achieve profitability in the shortest time possible.
Even if you are still at the "Why would I want to start my own business?" stage,
we will show you why starting an Accounting and Bookkeeping service may just
be the best and last career move you will ever love.
Learn Why an Accounting Service Will Best Achieve Your Financial Goals
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