How to Build Your Client Base With An Old Fashioned Simple Approach

Are you not closing as many clients as you used to? There could be a simple fix for the lower numbers. It does not have to do with numbers at all. In fact it is just the opposite. It has to do with plain old fashioned politeness. Can you adjust your approach, make these simple changes, and begin to rebuild your client base?

Lets look back to the beginning of your business journey. My educated guess is that you treated each new prospective client with respect and kindness, listened to them carefully, and provided for their each and every request. You were happy to do so.

As months rolled by and you accumulated more clients, your attention span per client began to dwindle. Your thought process became one of acquisition and moved away from retention. After all, the more clients you have the more money you will make. It became a matter of math and the importance of each client got lost in the number growth.

You have done the advertising and marketing. A prospect calls you and would like to meet. Great. Here are three simple yet highly effective steps to get you back on track.

1. Let them talk.

People have needs and one important one is to be listened to. People want to feel like they matter. They want to feel important. So let them feel important. When you ask them a question, let them answer. Let them talk.

This does two things. First, you can learn a great deal about a person when you truly are listening to them. There could be an insight gained which is valuable. Second, people like to talk about themselves. When people talk about themselves, they psychologically and subliminally like the person who is listening. So don't interrupt or give advice, just let them speak, listen carefully, and they will like you. All other things being equal, people will tend to do business with people they like.

2. Don't rush them.

You have spent lots of money and time on trying to acquire this new client. You are now actually meeting with her. Don't rush her through. Take the time necessary to learn all you can about this person and her [needs]. Don't schedule another meeting close to this one. Give plenty of time between if you need to schedule several in a day.

This also does two things. It makes her feel important and appreciated and it establishes you as someone who cares. In today's hyper connected and fast paced world, you actually slowed down and took the time necessary. Trust me when I say that fact is vitally important when building a long term relationship.

3. Put away your phone.

Repeat after me, don't ever talk, text, or email on your mobile device while with a prospect or client. Ever. In my opinion, few things are more rude.

Let's say you are in the middle of listening to her tell a story and your phone vibrates. Being the addict you are, you have to check it. Huge mistake. This immediately sends a negative message to the person you are with. In effect you are saying to her, 'this faceless person on my phone is more important to me right now than you are, even though I'm looking at you, even though you took the time to actually physically visit with me.' Actions speak louder than words.

Plus, if you don't take out your phone, you will stand out and stand apart from the crowd. Everyone else is so addicted to their phones and social behavior has become so rude that most people don't even think about it anymore.

When you give a potential client your full attention through listening, not rushing, and being polite by not using your phone, you will stand out and be way ahead of the crowd.
Three simple ways to stand out and build your client base. They are old school and time tested. They work. You just need to commit to them and you will see your growth and your retention rates rise. And those are numbers that do matter.

 
Keith Bakker is a freelance commercial writer. He writes copy for marketing managers who want to save time, reduce their workload, and increase sales. Could you use some writing help? Find out how Keith can help you by visiting http://www.KeithCopy.com



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