Keep in touch and cross sell

Following a recent discussion on Live Radio Bath Marketing Consultancy participated in, one worrying statistic that came out was that, at any one time 40% of your client base are being targeted by your competitors. This statistic is not only worrying, but it emphasises the need to KIT with them (Keep In Touch).

However, having regular contact with the people who have bought from you not only will help keep them loyal to you, but it also opens up opportunities! So….what type of contact with clients would be of value to them and what initiatives would open up these “opportunities?”

A report on some original research –  What client can resist this type of thing?! Free information is hard to turn down, but what you present MUST be new and relevant. The client undoubtedly knows a great deal about his/her market so make sure that the information you present is of interest and is original.

An in depth analysis of their market – Again, hard to turn down for a client! However, the information you discuss must be insightful and reveal your “intellectual capacity” and understanding of their market!

An invitation to participate in research – The subject matter is critical here, but if it is relevant to the client and if the fellow participants are peers in their sector, the likelihood of them participating is quite high. People like to be flattered so making them feel that their input is valuable is possibly the way to do this!

A critique of current activities – Be careful here, but you are the professional so, in the case of marketing, offering to review certain initiatives might be a good way of drumming up business for yourself as well as demonstrating your knowledge. A good time to offer this might be after a change of personnel at the client’s organisation. Be constructive rather than critical.

You are the expert – If you can substantiate this claim then your client should be listening to you. It is not necessarily about being the biggest in your sector, but maybe offer your services and the offer of a meeting can be hard to resist!

These are just a few pointers to help you keep in contact with your clients close and them away from prying competitors and, by doing some of these initiatives, you might just add to your revenue!

 

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