Your business exists to serve clients better than anyone else. Yet, if your client retention, average dollar sale and transaction frequency is not increasing then how much of your day is invested in improving existing clients vs seeking new clients?
Start with the question, is pleasing your existing clients the best way to attract better clients? Many times it is. After all you have an existing relationship to leverage. So ask, how do you want your clients to change? Note that I use the word, "Client" vs. "Customer." A customer makes a transaction. A "Client" is….
- a partner
- a person with a vested interest in outcome - they win, I win
- a person with an emotional bond
- a person that they won't work with if the "trust is broken"
- the source of my reputation "up" or "down"
- pays the bills
- my life
So select your clients…you're as good - or as bad - as your client list. We are defined by the people who buy from us…as much as the services/products rendered.
If I'm to be know by my client list then take time to rank your clients into one of three categories
- Top client is one that makes me grow and defines me to be know by. A person jointly committed to excellence where I feel, "I love this work!"
- Tier two - "I can tolerate it and it's what I do for a living."
- Tier three - I can't stand type of work or person. "I wish I could get rid of them."
Create an expectation by connecting with the best. After all, why let clients that choose not to apply your services to grow deny your dreams of serving more and better clients? There is no question you can succeed the question is will you matter? Working with top clients goes a long way to having significance.
If you're having this discussion about your clients and seek further insights on how you can work with the best, then give me a call. It's what ActionCOACH - Business Coaches do…Think Bigger, Insist on Win/Win and Be First to Inspire! em: StephenMarino@ActionCOACH.com ph: 972 709 6776
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