Defending Your Value with Clients
Tuesday 06 April 2010
I have always said that part of your value in the eyes of your clients is the number of times you contact them through the year. Every client is unique, and you should have an individual communication plan in place that meets their needs. You might contact some monthly, some quarterly, or some only twice a year, but it is important to base those contacts on the client’s wishes, not on your preferences. Having regular contact with your clients helps to build their trust in you.
Another thing to consider is what makes you distinct? You should always be able to articulate what makes you unique in your field. You should also be able to answer the question, “Why should I do business with you?” To prepare yourself to answer these questions, think through every little thing you do for your clients and then list them in a logical order. You might want to even write them out as a “client business plan” that they could take with them to read through. If you are unsure what practices clients might possibly value, then take the time to interview some of them to find out. One simple way to do this is to use our Best Client Survey tool. This may be found in our Accelerate Your Growth in the Affluent Market curriculum, or it is available in the Community Resource Center on The Weylman Center for Excellence in Practice Management™.
Regardless of what tool you use, it is imperative that you stay in contact with your clients and keep reassuring them of your continued vigilance!