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Small Business Articles from Make-it-Fly®
 Grow
Your Business Through Relationships:
Ten Top Tips
By Victoria Munro and Dave Block
Printable version
People choose
to do business with those they know, like and trust.
Business owners who’ve worked in the corporate
world often find it challenging to adjust to the reality
that small business is built
on relationships.
Studies reveal that the majority of
customers leave not because of problems with services
or products, but because of perceived indifference.
Plan to build and nurture great
client relationships to grow your business!
| 1. |
Clearly
define your ideal client, then study
to understand their industry or profession and the
challenges they face, especially the possible problems
that your service or products solve. |
| 2. |
It’s
difficult to build good relationships over the phone
and via email, so arrange times when you can meet
face to face with
current and potential clients. |
| 3. |
Take
time to talk with your current clients, ask questions,
listen and learn from them about their needs and
frustrations. Keep your
eyes and ears open for opportunities to help them
and advance their interests whenever you can. |
| 4. |
Clients
who know and trust you are much more likely to recommend
your services or products to others. Ask
for referrals. |
| 5. |
View
complaints as opportunities to position yourself
as a candid, committed problem solver. Research
shows that when customers have a problem with a
company and have that problem spectacularly solved,
they become more loyal to the company than customers
who never experienced a problem. Time and energy
spent solving a client's problem reaffirms and strengthens
the relationship and any trust that was broken. |
| 6. |
Keep
in touch regularly via newsletters (print
or electronic), calls, emails, notes, letters and
“Raving Fan Celebrations.” (Call Dave,
at 720-962-8888, to learn how this can increase
your bottom line). If you don’t already have
contact resource management (CRM) software, such
as ACT, Gold Mine or Maximizer, consider investing
in one, and keep it current! |
| 7. |
Employ
the power of personal, handwritten notes
to say ‘thank you,’ emails to share
something that will be of genuine value to them,
or just to let them know that you appreciate and
value their business and their friendship. |
| 8. |
Learn
about what is important to them – their family,
favorite sports team or hobby – and remember
to ask about this. Focus
on what matters most to them. |
| 9. |
Look
to the future and build
long-term relationships with your current
clients, then turn them into loyal fans. This won’t
happen overnight, but it will yield big dividends! |
| 10. |
Always,
always, always be sincere! Be real, authentic
and true to who you are! |
(420 words)
© 2005-2007 Victoria Munro.
Click here
for printable version.
About the Authors: Dave
Block and Victoria Munro are co-founders of Make-it-Fly®
LLC, a company dedicated to creating success for
small business owners through creatively-designed programs
and tools. Dave is known as the “Master Networker”
in the business community and loves sharing how to become
a successful business owner by learning the art of networking.
Victoria has started and run nine different businesses..
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