During one of THECUBE’s Platypus events Jonny Weston from It Could Be Like This asked about how to keep client’s interested after the sales cycle. It is a really good and valid question and one that we all face.
3 Things to do in between sales cycles
1. Keep Clients in the Loop with interesting information that is tailored made for their needs. Yes, newsletters are great, but think about other information they will find useful, which will aslo compliment the service you already provide. For example, if you offer a web design service, give client tips on how to keep their SEO well tuned, take the time to really research the information and offer advice that they cannot get anywhere else.
2. Create thoughtful events which will help continue to build your rapport with your client and to introduce them to new services. Many times SME’s get frustrated that they are pigeon holed by their clients to do a certain type of job. To avoid this create events that showcase your knowledge in other ways, for example if you are a PR company that would now like client’s to pivot to digital PR, host a Q&A about how this area of PR works and how it helps brings new business. This will let stay in touch with your clients, offer them something they will value, and pivot your expertise.
3. Make them part of your team and don’t think of your clients as being on the ‘other side of the street’. Entrepreneurs often think that they have to create clever ways to lure costumers in, when if fact clients should be on the same side as you; all you have to do is communicate with them. Ask them what kind of services would support the product/service you already sold them? Have complete interest in the brand, not just in the area that you are working on. Send them emails now and again to see how they are progressing with your product/service, do they need additional help? Retention is not about finding other ways to sell to them, but a genuine interest in their company.
About THECUBE
THECUBE is a coworking space in East London for idea and enterprise. We offer an onsite consultancy called Idea Engineering, which helps members move from Idea into Enterprise. There are also the usual office space services such as virtual office, wifi, deskspace, and meeting hire.
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