So you’ve made the effort and gone around to say hello to your clients – now what? How often will you have contact with them? Once a year for a check up on your services? Make sure you leave behind reminders of you and your company so that they don’t forget.
Now, wait just a second before you order up a fresh batch of chip clips or $.50 pens. Are your clients only worth half a dollar to continue doing business with you? Will the items you leave behind make an impression or end up in the receptionist’s drawer with the unwanted? Take the time, and the money, to plan out the ideal leave behind that portrays the value of your product or service and the value of that client or prospect to your organization.
I’ve never heard of an IT company making an impression with a chip clip – think about it. Seek the advice of an expert or a creative thinker if you are having a hard time finding that perfect thing to keep your message sticking around all year. Have fun and be creative! Make the giveaway a part of your brand and something with a perceived value that will not be tossed aside or consumed before it is remembered.
Yes, we are in the electronic age, but nothing compares to face time. Think about it: when is the last time anyone other than the UPS guy and the deli delivery person came to your office? I can’t think of the last time a vendor knocked on my office door to say a quick hello – and we do a lot of business with some of them! Surprising that they wouldn’t want to be sure that my loyalties lie with their company and not another.
Wondering how well your business is performing? Trying to figure out where to improve in 2012 or where to spend your marketing dollars? GO SEE YOUR CLIENTS! They really do want to see you! They can also be a wealth of information on how loyal they are to you and possibly some ways that you can stay ahead of the competition.
As long as your visits aren’t always an attempt at a sale, good old fashioned face to face time is more valuable than any other form of marketing. Take one or two days out of your month and stop in to see the people that help keep the lights on. Oh, and if you want to stop in and see us on your way – we love company – just be sure to bring chocolate.
Ever ponder what happened to the clients that didn’t return from last year, or the year before? Was it the slow economy that kept them from buying from you? Possibly. But my research is showing that most companies lose business because they don’t stay top of mind with their customers.
Turnover in companies is more rapid than ever. The average employee stays only 2-3 years. If that employee was your main contact – what happens to your visibility with that client? Is it imperative that you make connections with several people in each company so that when your key contact transfers or moves on to greener pastures, your revenue does not go with him.
Now, lets talk about your competition. The competition for business is fiercer than ever in many industries. It takes some effort to keep up with the vultures out there just waiting to take care of the business that you’ve worked so hard to acquire. Don’t let them! It doesn’t take much to keep your clients thinking of you and staying dedicated to your company and its offerings.
Stay tuned for our series on Keeping in Touch in 2012. Whether you apply these principles we will reveal or hire Undercover Printer to help, your company’s client retention will be better than ever just by keeping in touch. Happy 2012!