Your welcome package sets your
clients up for working with you in a number of important ways. If done
correctly, it does the following:
- Establishes boundaries
- Sets up expectations
- Provides rules
- Explains the best way to work with you
- Answers frequently asked questions
- Sets up expectations
- Provides rules
- Explains the best way to work with you
- Answers frequently asked questions
Providing this welcome package to
clients will help them understand what is expected of them and eliminate
miscommunication. In addition, it will hopefully help you avoid problems that
can crop up without this kind of documentation.
Know that the welcome package may
start out small and grow over time and what needs to be included becomes
clearer with experience. Elements to include are:
1. A welcome letter that
congratulates a new client and provides an overview and instructions. Basically,
you are saying, "Here's what you need to read, fill out, sign, prepare and
be responsible for, etc. Be specific with actions that your clients need to
take at the start of your working relationship.
2. Spell out your policies and
procedures. Describe step-by-step what you expect of them and what they can
expect from you. This may include session and meeting times and dates, what
happens if they miss a session and how you will work together. This section
often expands as you gain more experience. Keep track of what frustrations you
have with your clients or what frustrates them such as not having enough of a
system to rely on.
3. Develop an agreement or
contract which includes what you have agreed to provide such as elements,
timing, and duration of process -all the rules of working together. Build this
from the basics and know you'll be adding to this section as you go.
Let them know at some point
you'll be asking for a testimonial and request that they keep you in mind if
referral opportunities present themselves. This is a great to attract more
clients. I call this "planting a seed" that grows from the time I start
working a client.
4. Next, I include a large
section for the client to fill out so I can collect important information about
working together that matters now and in the future. For my packet, its 8-9
pages of questions.
5. The last question is about
referrals. I often get referrals from my client and I believe in rewarding them
greatly. So I ask them directly, "What would you be happy to receive as a
personal thank you from me for a referral?" Then it's important to provide
some examples such as a bottle of wine, magazine subscription, a book,
Starbucks card, etc. Give them examples so you don't get answers like "a
spa weekend" which is probably not in your budget. Set parameters and
expectations about value so everybody is happy.
Your Client Attraction Assignment
Have you created your welcome
package yet? If not, get one started right away. Make sure to add the sections
about personal responsibility, testimonials and referrals to create a two-way
street that works for you as well as your clients.
By Fabienne Fredrickson
Image by Spekultor
Image by Spekultor
Fabienne Fredrickson, The Client
Attraction Mentor, is founder of the Client Attraction System, the proven
step-by-step program that shows you exactly how to attract more clients, in
record time...guaranteed. To get your F.R.E.E. Audio CD by mail and receive her
weekly marketing & success mindset articles on attracting more high-paying
clients and dramatically increasing your income, visit http://www.attractclients.com.
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