As an entrepreneur, there’s no higher compliment than when a client wants to refer you to someone else… and then you get that sweet voicemail, text, or email:
“Alex sent me to you.” “My friend Monica says you’re the best in the biz.” “I’ve heard great things about your work. Are you taking on new clients right now?
Seriously. It’s the best message to receive.
When your clients feel appreciated and understood, when their expectations have been exceeded, and they like and trust you, they’ll wholeheartedly recommend you to others. Suddenly, they’re not just ordinary clients. They’re brand evangelists, spreading the gospel about your work! It’s like getting thousands of dollars worth of publicity… for free!
If you’re thinking, “Yes please! I wish my clients would talk about me and send more clients my way,” here are seven ways to make that happen:
#1: Deliver more than you promise.
Always ask yourself, “How can I deliver even more value?” Clients will remember when you exceed their expectations long after you’ve done so. Go above and beyond what’s expected to create a remarkable client experience.
#2: Be genuinely caring.
A thoughtful gift, a donation to their favorite charity, an unexpected phone call during a stressful time—these actions show how much you care. Put this quote in a place where you’ll see it daily: “People don’t care how much you know, until they know how much you care.”
#3: Give THEM a referral.
Some of your clients might be entrepreneurs, too! Make gracious introductions and recommend their businesses to others. They’ll be forever grateful—and quite likely to reciprocate.
#4: Let them know you’re available.
Your clients might assume that you’re fully booked, or that you’re not accepting new clients at the moment. If that’s not the case, let them know! Pop over a quick email letting them know that you’ve got space on your calendar and what you’re offering right now.
#5: Remember important occasions.
Birthdays, anniversaries and holidays are a great opportunity to connect with clients you haven’t spoken with in a while. It’s another chance to show them you care.
#6: Say thank you — often.
When was the last time you thanked a client for their business? You’d be surprised by the power of a hand-written note in today’s fast-paced digital world. Let your clients know how grateful you are to be working with them. Your thoughtfulness will be returned to you tenfold.
#7: Don’t be strictly business.
It’s important to make an emotional connection with your clients—one that goes deeper than blueprints and graphs. When you share your passions outside of work—and encourage them to do the same—you bring your relationship to a new level. They’re more likely to think of you as a peer, even a friend, and want to help you out whenever possible.
Clients aren’t a commodity. They’re people to be treasured. When you treat clients just as you’d treat a good friend—with care, generosity, and thoughtful gestures—you’ll reap so many rewards. Referrals are just the beginning.
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