Client Appreciation - It Means
Everything! ©
by Ernest F.
Oriente, The Coach
Want to know the secret for
keeping your clients forever? What if you could keep your revenue growing by
25% every year, because your clients loved the way you appreciated them? In
this article, you will learn how easy it is to develop a powerful client
appreciation program. Once in place, an appreciation program
will forever change the way you operate and manage your business.
Developing a monthly appreciation plan: At the beginning of each month, develop some fun ideas to
“thrill” your customers. Start by planning a short brainstorming
session with your sales manager, your marketing director, customer service and
your sales team, so you can hear their unique insight about ways to make the
program a giant success. Their input is critical as each company
has its own special client profile, so customize your appreciation plan
accordingly. Once your appreciation plan is finalized, provide a written
recap for your team so everyone will know exactly what their role will be. Clear
communication makes for perfect implementation.
Tip
From The Coach: Consider building your client appreciation plan for six to twelve
months in advance. This makes for better financial budgeting, a more thoroughly
developed appreciation plan, and your team will have the time to evaluate
several competitive proposals for each month’s theme.
Building appreciation themes: As you consider the theme for each month’s appreciation program,
start by looking for specific holidays or seasonal times of the year. For
example, summer time is perfect for bringing an ice-cold drink to all your
clients, as appreciation for their business. Your clients will not care how much you
spend on them each month, but they will be very impressed by the way your team
shows how much they care. Another appreciation theme, depending on the profile
of your clients, might be more educational. For example, have a local computer store
give a live demonstration for your clients at your office, focusing on how the
Internet can improve their business. Your clients will be thrilled to hear more
about this cutting edge technology and the computer store gets to meet lots of
potential new customers… a win-win for all. Lastly, hundreds of companies provide all
kinds of promotional items you can order in small quantities with your company
name imprinted on them, and these items will fit perfectly into your client
appreciation program.
Tip
From The Coach: Certainly your clients will love the appreciation you show them each
month and so will your prospects. If appropriate, include every prospect in
your appreciation program. Take this small step and watch your
closing ratios double!
Evaluating the success of client appreciation: Start by asking your team to
make written notes of any nice comments shared by your clients or prospective
new clients. Next, evaluate the number of clients or prospects who attend your
educational seminars, as this helps for planning future programs. Of
course, monitor your client retention percentages, as this is the critical
measurement of how well your appreciation program is working.
Tip
From The Coach: Remember, your clients will feel important when they know they are a
top priority. Implementing a client retention program will not cost much. But
the return on your investment will be significant based on less turnover,
happier clients which means more referrals, and more fun for your team. Why?
Because The
Coach says so! Plus, good
news travels fast and so will the sterling reputation you earn with your
clients.
