No doubt you are familiar with the old saying, “out of sight, out of mind”?
It refers to losing touch with another individual, falling out of communication to the degree that one or both parties stop thinking of each other.
That’s not a profitable viewpoint to have.
So what is one of the best ways to nurture a client, keep them focused on you as a resource and want to continue doing business with you and referring you leads?
Refer business to them.
Find ways to introduce other clients or prospects to each other. In other words reciprocate, and when you do be sure to send them an email or a card telling Mike (your current client) you are referring him to John, your newest client.
Let’s say you sell a copy machine to a law firm A. Tomorrow when you’re selling another copier machine to company B, keep your eyes and ears open to them needing legal representation. If by chance they do then refer law firm A.
This is networking at its finest, but its hard work and requires commitment. Building a successful network isn’t done overnight, but put effort into it and not only will you benefit, your expanding client base will thank you for it.
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The aspect of referring to your clients I find not so easy. I would need to really focus on this.It’s no problem to keep in touch with clients. What II can start doing is asking different clients or colleagues if they need a certain service and then put in a good word about the client I am referring them to. I have done this my mechanic. Most people I know need a good mechanic. I will think more on this as I know it will help get more referrals. Give and then get back is how it works.