are you meeting new people?
by august j. aquila
price it right: how to value accounting services
i am often asked, “what can i do to acquire new clients?” i usually reply with another question: “what are you doing now to acquire new clients?”
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the usual responses are: “i have a newsletter, i attend the local rotary and chamber of commerce luncheons, and i talk with my clients.” these are good things to do, but they are not the only things you should be doing to acquire new clients. you might want to add four no-cost strategies to your action plans.
- keep in touch with former clients. you never know when that former client may need your services again. keep in touch with them, and “don’t burn any bridges.” when a client leaves the firm, why not write a letter letting them know you appreciated the opportunity to serve them and would be happy to do so in the future? keep your former clients on your mailing list. make sure they receive invitations to seminars and other events that the firm holds.
- call existing clients regularly. you should communicate with your major clients at least monthly to say hello and ask them if they are having an issue that needs attention or if you can be of any service. all clients should be called at least twice per year to say hello and find out what’s happening in their personal and business lives.
- ask for help. most people don’t turn down a request for help. when speaking to your clients, ask them what you can do to obtain new clients. use your existing clients as a focus group to find out what they like about your service and what they dislike. when your clients identify something they like, think about ways that you can promote this information to prospective clients. when they identify something they dislike, address and correct the issue immediately.
- get outside your office and be seen. the best way to develop new business is to get out of your office and be seen. going to rotary luncheons is okay if you meet new people. sitting with the same people week after week won’t help your practice grow. join the new member committee of any association. this is an excellent way to meet new people.
new clients are the lifeblood of every practice.