How much time do you focus on new business generation?
If you are like me then it will be quite a lot of time! It struck me when thinking about this topic for our next Club Night that perhaps we are not always so good at the organic growth of our business – growing our business through existing clients.
Now, I appreciate that when we meet new or potential clients we are highly vigilant for opportunities, how we can solve their challenges and demonstrate our value. But can you say that you do that with existing clients? I can put my hand up and say I definitely don’t.
So here are some tips that I am trying to put into practice this month.
Why not join me?
Call your client to see how they are over and above their normal catch up call. During this call; really listen to what has been happening in their world.
Add some extra time after a meeting with your client to talk about their future plans – growth and challenges. If you are a keen networker you may have great connections to recommend, which means you can show your expertise and build on trust.
Ask yourself what else do you believe the client may be facing – a good or bad situation? Pre-empt their need with a call or email.
If you are vigilant about what your client needs there is the possibility of more work, longer and deeper relationships and your profit margins and satisfaction going up too!
Join us to discuss this and much more on our next Club Night. Book your ticket here