Great relationships with clients are at the heart of every successful business and they require support and care to remain strong. One of the best ways to nurture and energize your relationships and, ultimately, grow your business, is to spend more time with clients in-person.
While it’s important to pursue new clients, tending to your current clients’ needs can create an even bigger payoff. According to Gartner, Inc., 80% of future revenue will come from just 20% of your existing clients. With that in mind, here are three tips to help rev up your client relationships—and business growth.
1. Go beyond listening… to connect and understand
Listening to clients seems simple enough, but really hearing their challenges and understanding their needs goes well beyond sending emails or having an occasional check-in phone call. Clients expect and deserve meaningful interactions that allow them to connect and explore their business challenges as well as to celebrate their wins. Deeper relationships can be developed by spending longer or more frequent periods of time with clients, in order to more fully understand their business models and challenges. Many consultants and project managers even establish temporary offices at their client locations in order to provide additional value as fully-engrained business partners
Today, increased workloads have made multitasking commonplace, but virtual communications often invite distractions, like answering emails while on a phone call. Alternatively, face-to-face discussions allow your clients to give you their undivided attention so you can bond on a more personal level, as well as read their body language, a critical indication of how they’re receiving your information.
2. Be the expert… to deliver value
Customers are more likely to invest their time and budgets with experts who serve as an extension of their business and help them stay on the cutting edge of changes in their industry. One of the best ways to do both is through on-site interaction. This allows you to better collaborate and exchange ideas, as well as to learn and more fully understand customer challenges and needs, so you can successfully deliver personalized results. In addition, if you have a new product or innovative service that you believe will help your clients, experts say delivering the information in-person has been proven to be most effective for them to accept and consider the new information.
3. Be proactive… to build trust and loyalty
The more time you spend getting to know your clients, the higher the reward for both of you. Getting to know customers on an individual level and spending time in their environment can help form stronger, more meaningful, and more profitable business relationships.
Devoting face-time with your customers also helps build trust while allowing you to be more proactive in spotting opportunities – and potential challenges – that will affect their business. In short, spending meaningful time at your clients’ offices pays dividends in the form of greater upsell opportunities and reduced churn.
Meeting with customers in-person can promote growth and it doesn’t have to break the bank. You can make the most of your time and cut down on airfare by organizing trips to visit several clients in the same geographical area over a period of several days or weeks.
Ready to schedule in-person meetings with your key clients? Find properties and serviced apartments near their offices to continue building more profitable relationships with them.