You’ve got to give, give, give before you get, get, get. That’s how I first learned the often used quote attributed to Napoleon Hill, author of “Think and Grow Rich.” (I believe he actually said, “Give before you get.”) Solve a problem for your client first and you’ll solve your own need for money.
As business men and women, we should have a giving mindset. Can you be successful without it? Sure. We all know folks who are only in it for the money and still have a thriving business. It’s just a lot harder to have great referrals, happy clients and ongoing relationships if you aren’t continually investing in your clients and prospects.
Why should you invest time nurturing your current and potential clients? Stating the obvious, it’s an investment in your future! Investing in your clients makes them want to invest in you. Make it easier for them to purchase by building long term trust in you as a provider. Make the decision to buy from you easy and safe. They should feel that are you are not only a good choice, but the only choice.
Many businesses want to have clients for life. Once you get a client, you hope they will come back again and again. You are in this for the long haul, which requires some nurturing, as well as delivering a great product and customer service.
How do you invest or give back to your customers or prospects? Like everything else, it requires a little time, effort and maybe a few dollars. This is the give-give-give part.
- It starts with listening really well to what they are telling you they want or need.
- Ask a lot of questions, because it’s all about them. It’s never about you.
- Do your homework and learn everything you can about them. Maybe you reach out and talk to them over the phone or a cup of coffee.
- Then, perhaps, follow up with an email, including a link to an article that addresses the “pain point” they have.
- Continue to connect with them over the coming year with information, maybe send a birthday or holiday card, plus a handful of other touches.
- Invite them to lunch or an open house at your location.
- Call them just to talk. Make them feel important.
Your whole goal is to be a good listener, to be someone who can connect them with resources and be the solution when they are ready to buy. Remember, you aren’t in selling mode. You’ll close the deal by being helpful long before the sale.
For existing clients, make it hard for them to leave. Show them how much you appreciate them. Follow-up phone calls, notes, cards, thank you’s, gifts and articles are all appropriate. Invest in them as clients and you’ll have a greater chance for their future business and for referrals they send your way.
While you’re at it, invest in your own people and watch them nurture and invest in your clients, too.