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
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.
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