Let’s face it – you are never going to lose a client, or a prospective client for that matter, from too much contact as long as the contact is relevant to their business.
Keep In Touch to Keep Your Profitable Clients
One of the most frequently heard complaints from small business owners is the fact that they never hear from their accountant and that it’s always left up to them to initiate any contact.
So, if you want to shine among your peers, know that you will definitely stand out from your colleagues and competitors if you can get the contact formula right. Well, actually there is no set formula for all accounting and tax services. The desirable level of contact is in the eyes and ears of the client.
How and When To Make Contact
So when do you make contact and in what form? In recent articles I’ve given you some of the same advice listed below, just written in a different context. The following list ties it all together nicely. The redundancy also demonstrates how important this contact is to building and maintaining a successful practice of satisfied clients (aka: references).
Data Base of Clients
Use your client data base for details of birthdays, anniversaries, etc. and make sure that you send out birthday cards to your clients. Your own business card should be attached to the card you’re sending.
Know Your Clients’ Area of Expertise
Buy every local newspaper you can get your hands on and look for any news which may interest your clients or prospective clients. Copy them and mail or fax them again with a business card attached if you’re mailing. It’s important that you have a good grasp of their business to be able to achieve this.
Cheer Client Successes
Mail out congratulatory cards when you become aware of the success of your clients or prospective clients.
Give thought to mailing out cards which make you appear different to everyone else, for example "Welcome to Summer"and "Welcome to Bastille Day – You’re Really Storming the Market" cards. You can count on the fact that no-one else will do this.
Keep In Touch By Phone
Plan to telephone one client each day just to shoot the breeze about their business. Once you have done this a couple of times you won’t feel awkward and it will become second nature. You may discover a need for your services, that you didn’t know existed, from these calls.
Welcome Client Feedback
Make sure your clients and prospective clients know that the contact is not a one-way street and that they can give you a call whenever they have a problem, or even better an opportunity, which they need some advice about.
Wrapping It All Up
In conclusion, it’s imperative that you have regular contact with your clients and prospective clients without being "in their faces" – too much unnecessary contact can become a nuisance to the very people whom you’re trying to impress.
Implementing Your Marketing Plan
All of these strategies are inexpensive ones to implement. Why not start the ball rolling today with an implementation plan? The effect on your business will be significant and profitable!
Master Marketing Skills
In the course of a week, you run into potentially hundreds of small business owners that struggle to do their own books. They need the kind of service taught in the Professional Bookkeeper™ program. With its emphasis upon real-world small business accounting and bookkeeping, you will have an incredible edge when it comes to servicing their business that is taught nowhere else. The Professional Bookkeeper™ program teaches you how to find paying clients and to service their accounts efficiently, all while keeping your clients pleased with your unique talents.
Learn How the Marketing Method Taught in the Professional Bookkeeper™ Program Gets You Clients Fast!