Create Stronger Client Relationships With Proven Business Strategies (Guest Blog)
If running a company was easy, everyone would be doing it. But most entrepreneurs know the truth – achieving success in business and keeping it are two difficult things to master. One of the key ingredients to this formula is strong client relationships – the kind that grows revenue streams out of the gate and help keep the lights on when inevitable rough patches come up.
But here’s the thing: these relationships don’t simply happen by chance. It takes real work and a keen understanding of the wants and needs of your clients to build long-term loyalty to your brand. However, for discerning businesses, various proven strategies can be implemented to avoid client management pitfalls while helping to build more trust and credibility with these vital business assets.
The Leading Causes of Customer Attrition
There are a lot of distractions that can come with running a business, and priorities will quickly shift. However, smart businesses know that regardless of everything that’s going on, customers should always be at the top of the list.
Happy clients are loyal clients, and neither of these will materialize if customers feel like they’re not a priority. Unfortunately, not all businesses recognize this, and customer attrition quickly starts to creep in.
Below are some of the primary reasons why customers may decide to take their business elsewhere:
Negative Experiences
With the number of product and service options available in the market today, it’s now a surprise that clients are increasing their expectations of the brands they engage with. Being slow to respond to their needs, leaving problems unresolved, or simply ignoring requests altogether can and usually does send them running to the competition.
Declining Product or Service Value
Although loyal clients are much less likely to get hung up on price points than newly acquired ones, they still want to feel like they’re getting a good deal. For businesses, this doesn’t necessarily mean needing to slash prices, but it does mean looking for ways to continuously prove the higher value they’re receiving.
At some point, if the value of products or services continues to decline, customers may have no choice but to move on.
Inadequate Communication
Good communication is essential for any type of relationship, especially with your clients. And it can be easy to assume that you’re doing everything you can and should if you’re not taking the time to “really hear” what your customers are saying.
Active listening is very important when building client relationships. Without this component, it’s impossible to know how well a relationship is performing, and it’s easy for competitors to swoop into the rescue.
Feeling Under-Appreciated
Everyone was to feel appreciated for what they contributed – whether its an employee or a customer. Unfortunately, many times, businesses can take customer loyalty for granted and assume it doesn’t require constant effort to maintain. Even an unprompted “thank you” can go a long way in showing customers that their business really does matter and that they’re not just a revenue number to the organization.
Gaining More Trust With Customers
Earning your clients’ trust is like building a house – the foundation it takes time and effort, but it’s absolutely essential to make it last. And once you’ve earned that trust, you need to work even harder to keep it!
Be open and honest with your clients. Show them you’re reliable and that you truly value their input. Including them in your decision-making process (even in small ways) can make a huge difference in building lasting loyalty.
Below are some effective strategies you can use to ensure you’re customers are being heard and avoid them looking elsewhere for their products or services:
- Listening Closely to Needs: Pay close attention to what your clients are saying (and what they’re not saying!). Create a space where they feel comfortable sharing honest feedback, and show them you value their input by incorporating it into your plans.
- Avoiding Misunderstandings: Avoid misunderstandings by setting clear expectations from the start. Be realistic about timelines, deliverables, and potential challenges. It’s always better to surprise them by going over and above your expected deliverables rather than to disappoint them.
- Keeping Customers Regularly Updated: Even when things are going smoothly, keep your clients in the loop with regular updates. Knowing what’s happening can ease their worries and build trust in your relationship.
Going Over and Above Client Needs
Meeting your clients’ expectations is great, but exceeding them? That’s how you create real brand advocates. Don’t just look to deliver a good experience once – make it your mission to consistently wow them with your ongoing dedication and professionalism.
Below are some ways you can make this happen:
Getting More Personal
Everyone wants to feel special, and your clients are no different! But to achieve this, you need to be willing to skip using generic, one-size-fits-all approaches and show them you truly care about what they need.
Try incorporating more personalized recommendations or customized solution offerings to help them get unique value from products or services. By understanding their business needs and how your solutions can be integrated specifically to help them achieve various objectives, you’ll go a long way when making customers feel seen and valued. In general, the more you personalize their buying experience, the stronger your connection will become. Plus, it can be a great way to uncover new opportunities to help them (and your business.)
Focusing On Increasing Business Value
Going the extra mile can make all the difference. You’ll want to prioritize more than giving customers basic deliverables and surprise them with unexpected value. It doesn’t have to be a huge, expensive gesture – even small, thoughtful additions can strengthen your relationships and be a major differentiator between your brand and the competition.
Some of the things you could present to customers are free consultations, exclusive sneak peeks at new products, VIP access to industry events, or complimentary service upgrades. These little touches show your clients you’re always thinking about them and are hard for them to forget.
Staying Proactive
Always trying to be one step ahead and solving problems before your clients have a chance to bring them can be highly beneficial for professional relationships. By being proactive in customer service by checking in regularly and addressing potential issues early on, you can prevent small hiccups from turning into big headaches for everyone.
For example, if you’re making a change that might disrupt their workflow, be sure that you take the time to give your customers a heads-up. Explain what’s happening and offer support along the way. Or, if you’re planning website maintenance, let them know in advance so they can plan accordingly. This kind of proactive communication shows you’re truly invested in their success.
Build Long-Lasting Client Relationships
If you want to build amazing client relationships, it’s important to think of your clients as valuable partners, not just transactions. When you focus on their needs and invest in those relationships, you create a win-win situation.
By understanding customer challenges and offering customized solutions to address them, you become more than just another vendor. This not only strengthens your relationships long-term but also opens doors to new opportunities and creates more sustainable business growth.
Author Name: Cameron Magee
Author Bio: Cameron Magee, the owner of avad3 Event Production, is a passionate and dedicated professional who began his journey in event production as a curious 12-year-old at his childhood church. Today, he leads a team of hard-working production professionals, having built avad3 from his college dorm room into a national production company, committed to both client success and the well-being of his team.
