Nominate clients for local business awards The idea behind an educational event is to help keep you engaged with your clients, let your clients hear what other clients are doing and bolster your standing with new prospects.Įven better? Host an educational event that includes a case study! Invite some current clients and some prospective clients and make sure they have a chance to interact with each other. Besides creating a future opportunity to sell your products to people who already know they need them, advisory panels improve loyalty because your clients feel that you are listening to them.Įducational events can be internal or external and they can be live or virtual. Hosting an advisory panel, where you invite multiple people from your company as well as some of your clients to discuss a specific topic, gives you the chance to hear what the client and industry wants and needs. When you do this, your clients will be more likely to invest more in your business and become bigger clients. The goal of a power lunch isn’t for you to reap immediate sales, it is to increase the intangible value your clients receive from you. Pay for this lunch, and let your clients talk about their businesses and expand their networks. To do this, pick two clients who should meet each other, invite them out for lunch and facilitate the interest and introduction. Bringing clients together for a live event also increases loyalty because they create a sense of community.Ī power lunch is a lunch you orchestrate for two clients to meet, and where you facilitate client-to-client business. When buyers and prospects talk to each other, network and get together, they create tight networks that can help you to grow your client base. They need to outline a problem, solution and the result of your work with the client.Ĭlient conferences, or events where you bring together key prospects, current clients, partners and vendors, are the perfect environment for solidifying relationships and opening new opportunities. The key to publishing effective case studies is to highlight the results your products create. If you have a highly successful client who wishes to keep their success a secret, a case study can be a great compromise. As an added bonus, case studies, unlike testimonials, can be effective anonymously. A high-quality case study will show people what kind of results you can help them achieve and what you are capable of accomplishing. Publishing testimonials will increase a prospect's trust in you, leading to more sales.Ĭase studies are a powerful way to illustrate what you can do for a potential client. To do this effectively, all testimonials need to be current with companies that are still operating successfully, credible with buyers that have a good reputation in the marketplace, and compelling, showcasing objective performance improvements. Sharing testimonials will showcase your brand as successful at helping others achieve great results. Produce video, audio or text testimonials that will influence sales leads and encourage them to become clients. The third way to leverage your client base is to ask for testimonials. Can you help me with an introduction?” You will receive a more favorable response to this specific request for introduction rather than a general request such as “Who do you know?”. The key is to always know who you want to be introduced to. You can also ask your client base directly for introductions to expand your network of potential clients. Can I tell them we do business together?” One of the most effective ways to secure an external referral is to call your client and ask “I will be speaking to (name) at Company X. Map out the people, department or divisions you want to be introduced to and start asking to meet them.Įxternal referrals are referrals that are obtained outside of your current client’s organisation. Start to develop an organisational chart now for any existing clients. You gain internal referrals by holding cross departmental meetings such as business reviews, or lunch and learn gatherings, and by asking for direct referrals from your original buyers. For example, your current buyer, who is a client, could refer you to another executive, employee or department at his business who could also become a client. Internal referrals are referrals that happen within one business. This is a guide for 9 ways to leverage your client base.
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