Hi. It’s Michael Zipursky from Consultingsuccess.com. Welcome back to the Consulting Corner, where consultants learn how to consistently attract their ideal clients and significantly increase their fees.
I received a question from a consultant who’s had tremendous success at building their business.
They’ve been able to attract significantly more clients and now they want to figure out what they should do to retain more of those clients and ultimately have a more successful relationships and business with their clients.
How can they retain more long-term clients?
In sharing that response with them, I thought I want to share with you as well. There are three things (well, there are many more but let me offer you three) that can really help you to retain more of your consulting clients.
Serve your clients at the highest level
Far too many consultants worry about only attracting new clients, so when they land a client they then spend more time trying to still bring on new clients and not enough time really trying to serve the client they have just won to ensure they get the highest level of service and results.
Most clients realize at least over time that it’s much better for them to have someone like that on their side even when they need to invest
Yet this one action of serving your clients to the highest levels, actually will do wonders for your business. Why? It will help you to retain your clients longer. If you’re serving your clients at a higher level, and you’re focused on producing results for them, they’re going to want to stay with you because you’re providing them with more value and more results. If they stay with you longer, come back to you for more projects, refer you to other people because they’re so ecstatic and satisfied with what you’ve provided to them, that’s great for your business.
Provide the latest information
The second thing that you should focus on is really to provide your clients with the latest information. Always look out for them. When you’re reading the newspaper, reading different blogs, research, trade publications, whatever it might be – always have your client in mind and share that information with them. Continue Reading