Building Client Relationships for Business Success
By Laura Vandiver, TVG VP of Research & Strategic Insight
We all want to have success in our work lives. But, if you ask 30 people what success means to them, you’re likely to get 30 different answers. At the heart of all these definitions of success, however, will be one core objective: the ability to make connections.
When it comes down to it, PR is all about creating and maintaining connections with current and potential clients, the media, local community organizations and other important stakeholders. But, it takes time and some elbow grease to maintain relationships with your clients, and to forge new ones with potential clients. Here are some tips for building—and holding onto—client relationships.
1. Schedule a face-to-face meeting
Contrary to what you may have been led to believe, actual face-to-face communications are not dead! In fact, the very basis of human relationships is built on the ability to communicate in person. Schedule a lunch with your client to check in on their account, or learn about new opportunities where you may be able to offer your services. Do this with potential clients, too. It gives you a chance to develop rapport, and outline the services your company offers.
2. Pick up the phone
Maybe you had a project that wrapped up a few months ago with a great client, but you haven’t had any work from them since. It’s time to pick up the phone and give them a call. Why? Because if you’re top-of-mind with these clients, they are more likely to think of you when work does become available. You could end up with a new project by the end of the day!
3. Do some research
Good PR pros know how to be on the lookout for business opportunities. Regularly search for news articles pertaining to your clients themselves, or their industries. Look for potential gaps where they may need your help. Present your ideas to both current and potential clients – it could get your foot in the door for more business, or earn a new client’s business.
4. Meet with your team
You might think this seems strange. How would an internal meeting help you build external relationships? Clients love consistency. Make sure your whole team is on the same page about how and when to communicate with the client, and have a strategy in place for approaching them with new ideas. The more seamless the communications, the happier the client.
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Keeping up strong relationships with your clients can be tricky. But putting in some time and effort to get in front of people and offer them new ideas is worth it in the end. An added bonus? The better you treat your clients, the more they refer you to others. It’s win-win for business success!
How do you build client relationships? Tweet us your ideas at @VandiverGroup, and let us know!