By: Chuck

Chuck — Tue, 27 Mar 2007 19:54:00 +0000

Of course you are speaking both of follow-on business where the client needs new services and what I call follow-on referrals where the client is inclined to refer business. Both, I have found, require constant reenforcement, or staying top of the mind with the client. Your blogs and your website give your clients an instant contact source and resource, but it does not involve any type of push marketing. I think the easiest thing to do is get the client on the phone and ask them if there is anything further you can do for them, and then explain what you else you do. It also give you an opportunity to ask for their referral. Then you need to create a group of methods to keep your firm top of the mind for the client. I suggest periodic fax broadcast (but not too often), broadcast email newsletter and information (more often)and periodic direct mail. You are typically collecting this information in any event, you just need to input it. It can be done cheaply. This is especially good for referral sources. I like Basecamp as a follow-on source because a client is likely going to retain new services or refer business while they are being reminded what it is exactly you are doing for them. Basecamp helps in this regard. Then for purely referral sources, such as bankers, Realtors, etc., nothing beats a regular phone call. You do not even much have to ask for business. I find they ask how business is going. I tell them fine but I could sure use their help and referrals if they can see their way fit to do so.

Comments on: How do clients know your services?

By: Chuck