Building Long-Term Client Relationships – Part 6: Nine Tips for Success
April 30, 2008 by Lillie
Table of contents for Building Long-Term Client Relationships
- Building Long-Term Client Relationships – Part 1: Why
- Building Long-Term Client Relationships – Part 2: Getting Started
- Building Long-Term Client Relationships – Part 3: My Business Model
- Building Long-Term Client Relationships – Part 4: Example – The Beginning
- Building Long-Term Client Relationships – Part 5: Example – The Relationship Continues
- Building Long-Term Client Relationships – Part 6: Nine Tips for Success
In previous posts, I’ve described how I build long-term client relationships. My goal was to provide examples that might be helpful to other freelancers. This final installment in the series will summarize the key points from the previous posts in nine tips:
- Focus your business on providing services that you enjoy, that you are good at, and that your clients want and need.
- Begin with the end in mind. Start off each client relationship in a way that will lead to a long-term, mutually beneficial relationship.
- Operate with total integrity and honesty, and always treat every client with respect.
- Take time to get to know each client and understand his projects. This will build confidence and trust in your client as well as making your job easier.
- Offer suggestions and expert advice that will be helpful to your client.
- Become a valuable resource to your client. If you don’t perform the service the client needs, consider outsourcing it. At the very least, offer a referral to help the client find a reliable service provider.
- Stay in regular contact with your client, whether you are working on a project or not. E-mailing interesting and useful information periodically will benefit the client and keep you top of mind.
- Strive always to make the client’s life easier.
- Treat each client, even on a small job, as a valued long-term client because every client has the potential to become a long-term client and to refer other long-term clients to you.
My long-term clients are the foundation of my freelance business, and I love to hear them say I seem to be able to read their minds.
I hope these tips have been helpful to you. Please share your own tips for building long-term client relationships in comments.
[tags]long-term client relationships, freelancing[/tags]
Lillie,
These are all excellent ways of building long-term client relationships. It’s hard to add to such a comprehensive list. I’d simply say always be friendly, pleasant, enthusiastic, and positive in your dealings with your clients, because this will make them look forward to dealing with you when the next project rolls around.
Wonderful advice!
Jeanne
[...] Nine Tips For Success [...]
I use a postcard service (don’t want to post company name here if not allowed) but its a great service that allows you to create everything online CHEAP and then even select small gifts like 5-dollar Starbucks gift card etc – just select from all their gift items and personal card whip out my CC and DONE – clients LUV it!
Chad,
That sounds like a good idea. I prefer a more personal touch, but I have only a few clients. A business with many customers would benefit from a service like this because they couldn’t keep up individually with each client.
Thanks for the powerful refresher. It’s often so easy to focus on the “one time relationship” which in all reality, isn’t a relationship at all.
Dan Kennedy really helped me to first see the importance of Long-Term Client Relationships. It’s all about letting the client know you see them as a person, and not a number on your sales report.
Since we have been applying the principles as mentioned in your article, our clients are happier and we don’t have to spend as much on new-client advertising. In turn, this gives us more energy to put back into our repeat clients.
Andrew,
Thanks for sharing the positive results you’re having building long-term client relationships. You are a great role model for others to follow.
thx for your info.
i would like to add a tip to build relationship with your client. I think you should understand a lot about your client, such as hobbies, profile,etc and make a special (customize) loyalty program
.-= Edwin´s last blog ..Interesting Story about a Hospital in Malaysia =-.
Edwin,
Good advice, especially for anyone in a service business.
There is some good tips. Thanks.
Maik
.-= Maik´s last blog ..hypnotize to sleep =-.
Maik,
I’m glad you found them helpful.
Nice post i think the most important aspect of a client relationship is after sales and uptime.
If a client comes to you and you respond quickly that makes you above the rest.
Also befriending a client for long term relationships and doing some extra work for free in order to gain future orders is another one.
We use these tactics in our business daily and find it useful.
Regards,
Sonal
shrikrishnatechnologies.com
Sonal,
It seems that you have developed a good client relationship strategy.
Great tips!
I always make it a point to tailor-fit my approach to various clients. One approach may work for some, yet may be completely disastrous for others. This helps a lot in ensuring that loyal clients are continuously satisfied, and new clients want to keep coming back for more.
Jason,
Great technique. You’re right—not everyone is alike, and sometimes the best approach for one person is the worst approach for another.
This is a great list of tips for building a good relationship with clients. It is always a good idea to build a strong relationship with clients because if they feel that you are providing a high quality service then it is more likely that they will suggest you to some one else.
Matt,
Yes, it’s much better for future business to build good relationships with clients, and it’s much more pleasant to work with people you have established rapport with.
Establish a solid business reputation. Customers are more willing to do business with someone who is reliable and truthful. Other business owners also look for these qualities when referring their existing customers to someone else. An easy way to build a positive reputation for your business is to keep your word. If you set an appointment with a fellow business owner, then follow through with it. Since actions speak louder than words, you’ll need to set a great example. Failing to keep promises, appointments or anything else will cause others to doubt your sincerity. The foundation for every strong business relationship is credibility.
Robert,
That’s good advice.
Hi Lilie,
Awesome post! While multiple other opportunities exist for building long-term relationships, I wanted to personally share a few experiences of my own that have enabled me to develop positive relationships with my clients. Thinking like them – your client – is the first step in controlling how they perceive your company’s brand and image. Because without our clients, our businesses wouldn’t thrive – a simplistic view that has a meaningful punch.
Cyanne,
What you say seems simplistic, but unfortunately many people do not understand that they depend on their clients.
Long-term clients are pretty much the bread and butter of any freelancer. It’s very important early on, that one tries to exceed client expectations. And to make it last, I think one has to be totally honest. Honesty breeds trust. There’s no way a client will last without these two.
Excellent points, Jane. Exceeding expectations and honesty are critical.
Jeanne,
You’re right – a friendly, pleasant, enthusiastic, and positive attitude does make clients look forward to working with you.