Getting and Keeping Loyal Customers

 

In order to build a relationship it’s important to stay in touch. This applies in our personal lives as well as business.  Just like we nurture a relationship with a new friend we want to nurture our relationship with prospects so they will become our new client.   In order to nurture that relationship, contact is necessary.   And What's more important the value that contact brings the prospect.

Not everyone we meet wants or needs our products or service….now.  But, if we stay in touch and offer value in our communication, perhaps that will change and/or the prospect will refer us when asked, ‘who do you know who sells…..’

Sometimes people just don’t respond to our time table. People are busy.  Life happens.  People forget. Our priorities are not their priorities.  Building relationships with people and trying to establish a helpful giving attitude will come back tenfold.

We can expand the ways we keep in touch which might include:  phone calls, one on ones,  post cards, letters, greeting cards, emails, audios, videos, etc.  Then mix up the forms of contact creating interest and anticipation and offering value.  Although we may have a lot of information of interest about our business, it is important in building a relationship that we take into consideration the interest of our prospect.  By notating their interests and following up with them with information shows that we do truly care about building the relationship.

Every business and sales person can benefit from relationship marketing.  By building the relationship and keeping in touch with clients is a great referral source. I refer to these clients as a “Golden Referral Source.”  If the sales person builds a solid relationship with their client, found them the perfect, home, car, etc., AND stays in touch with them over the years, they will receive referrals and more business from that client for years to come.

Some companies are cutting their prices to keep clients in today's economy.  If a company has a quality product, outstanding service, is dependable, and has built a solid relationship by staying in touch, then that customer is not going to stray just because they might save a few dollars. They realize that the relationship and service they have received is a better value.  

Here are some ways to stay in front of your clients.

• ·        Follow up with a phone call, offer industry information on a periodic basis   

•       Mailing them something personal not bulk or junk mail.

• ·        Personal visit to their place of business and not necessarily to make a sale

• ·        Be their business partner. Take a personal interest in their success.

• ·        Willingness to help even if there is no monetary gain now

Zig Ziglar says that if you help enough people to get what they want, you’ll get what you want.

Remember that it is more costly to find a new customer than it is to maintain and keep the ones we currently have.   If we maintain 5% of our current clientele we can double our business.  Because they will come back to us time and time again and will refer others to us.  

68% of clients leave because of perceived indifference.

Success is the sum of small efforts, repeated day in and day out.  ~ Robert Collier

In appreciation,

The Painted Lady

Good Networking Etiquette

I was recently asked to do a presentation for a local ABWA on Networking Etiquette.  After doing a few hours of research, I came to the conclusion that most of what most articles were saying, is what I have been advocating in previous presentations and articles.  Here is my synopsis.  I have also included a list of resources at the end.

The dictionary defines etiquette as conduct or procedure required by good breeding or prescribed by authority in social or official life.  

 To me – Good Networking Etiquette is in simple terms, just the good manners your Mama taught you.  

So with this definition as a guiding principle, etiquette is even more important in a networking situation than in others because most who are in the "taking" end do not even realize that their behaviors - and even attitudes - are making it hard for those at the "giving" end to be gracious about being considerate.

Are you –

·       In Sales

o   Sales Reps use networking to build relationships with potential and existing clients, prospects, and vendors.  Let’s face it; people do business with people they know, like, and trust.

·       Looking for a job

o   According to the Wall Street Journal, 94% of new job finders cited networking as their primary mode of job search.

·       Have a job

o   Think you don’t have to network because you’re not looking for a job or in sales?  Think again.  A recent poll by Inc.com found that 48% of their readers believed that personal connections are the primary factor that most often leads to getting ahead in an organization.  No matter how qualified you are, unless you have strong relationships with key players, your advancement opportunities are limited.

Really good networking is about humility and serving others.  Showing interest in others.  Seeking influence for the sake of making people’s lives better.

Here are some ‘Dos and Don’ts’ for Good Networking Etiquette –

·       Arrive on time or better yet, arrive early.  Check out the location.  Meet the host.

·       Wear a name tag.  Wear it on your right side so that it is visible when you shake hands.

·       Have plenty of business cards that are easily accessible.  (Men do not carry your cards in your back pocket.)  (Ladies – you do not want to have to dig in your purse for your cards.  Better yet, leave the big bulky purse in the car.  Either wear a jacket with pockets or carry a small shoulder bag so as to keep your hands free.)

·       Eat before the event or arrive early, eat and then network.  To me there’s nothing worse than someone eating and trying to talk about their business.

·       (I found this to be interesting in my research) Most people do not like to talk while they are in the food and/or beverage the line, but they do in the dessert line.  So a good place to position yourself is near the desserts.

·       If you have to have a drink, carry or hold it in your left hand so that your hand isn’t wet when you shake hands.

·       Don’t know anyone at the event?  No problem – Go introduce yourself to the person who looks lost.  “Good things don’t happen to those who wait – They happen to those who initiate.”

·       When introducing yourself, say your full name and your company name, especially in a business situation.

·       Women should extend their hand first, especially to a man.  Have a firm not a weak or death grip handshake – web to web.

·       Have a 5 to 10 second infomercial prepared –  KISS (Keep it Simple).  Focus on the benefit or goal of your business.  Have it well rehearsed so that it is will sound natural.

o   For example:  “I help people keep in touch with their clients and prospects with affordable marketing solutions.”  And then say – “And what do you do?”  put the focus back on them.

·       Focus on the person you’re talking with.  Make eye contact at least 60% of the time.  Or you can look at their facial features.  Smile and nod your head.  Your non-verbal communication will indicate that you care and have a genuine interest in what they are saying.

·       Listen 80% and talk 20%.  It’s not about you; it’s about getting to know them.  Ask thoughtful questions, i.e. How did you get started in business?  Or What is the most interesting aspect of your business?

·       If you are interested in following up with them, ask for their business card.  Look at it.  Comment on it or ask a question.  Again show interest.  Don’t automatically hand over your card, although that is what most people do and expect.  Wait for them to ask for it.

·       Spend a minimum of 10 minutes with each person so as not to monopolize their time.  After all you are both there to meet people.  To excuse yourself, find someone that would be good for them to meet and introduce them.  Or simply say, ‘It has been a pleasure chatting with you, and ask it you can follow up with them (if that is what you want to do).

·       Follow up and keeping in touch is key.  This makes you memorable.  The best way is to send a hand written note(if you got their snail mail).  If not, send an email or even better, a phone call to arrange a one on one meeting for coffee or lunch.

·       If you receive a referral or lead from someone, be sure to send a Thank You note, even if the referral or lead doesn’t work out.  Letting the person know you appreciate their help will keep you top of mind when something else comes up.

·       Ask permission to add them to email newslettersand distribution lists.  When you follow up with them is a good time to ask if you didn’t ask when you initially met them.

In closing -

Understanding and applying good networking etiquette will empower you to build and nurture your own network.  These lasting, mutually beneficial business relationships begin with projecting an outstanding impression, but are sustained through trust and the investment of time and effort to help others.

Practicing good etiquette will not only get what you want, it will also help position you in a different way in the eyes of those who are at the "giving" end!

After all – Good Etiquette is the lubricate that makes things move smoothly.”

Get out there and Network!

In gratitude,

Annette

 www.PaintedLadyEnterprises.com

"Helping You and Your Business Look Good"

Resources –

·       http://www.videojug.com/interview/networking-etiquette-2

·       http://www.sideroad.com/Business_Etiquette/networking-etiquette.html

·       http://goinswriter.com/networking-etiquette/

·       http://www.advancedetiquette.com

·       http://www.culpwrit.com/2009/11/23/10-tips-for-networking-etiquette/

·       http://progressions.prssa.org/index.php/2011/02/22/do-you-have-finesse-to-ensure-success/

·       http://www.glassdoor.com/blog/keys-networking-etiquette-career/

·       http://workbloom.com/networking/networking-etiquette-for-success.aspx

Grammar Rules Ain't Relevant in Copy.....

...And 7 Other Rules We Must Ignore To Boost Our Business

"by Liz Goodgold, Branding Expert, Author, and Speaker. Sign up for her FREE Brand Finale  newsletter with valuable information at www.redfirebranding.com."

Oh, I can hear the fingers typing already from the linguists on my list. BUT, I am here to tell you that when it comes to creating headwhip headlines, gut wrenching copy, and screaming good subject lines, the old rules don't apply. You must throw away the old-school English rules and embrace new writing that grabs eyeballs and sales.

My Top 7 Copywriting Rules That Work:

1. ALWAYS use numbers vs. letters - Here are 2 reasons: 1) our eyes see numbers faster and 2) it breaks up the copy making for faster reading

2. Use Every Single Piece Of Punctuation - Really! Use exclamation marks, commas, colons, quotes, caps question marks, and dashes; fun, huh?

3. Vary Your Copy Length - Use a combination of short sentences and long sentences. Again, it overcomes monotonous writing syndrome.

4. Specifics Are Terrific - Don't tell me that there are a bunch of new copywriting rules, give me 7 of them!

5. Alliterations Allow For Amazing Answers To Annoying Copy Questions - Wondering how one can woo your workers? Try alliterations! Alliterations are simply words that start with the same sound (ex: Constant Contact, Weight Watchers). They easily and quickly boost recall.

6. Speak Like Your Peeps - Using big words or buzzword bingo doesn't work. You want to create understanding. As Mark Twain once wrote: "I would never write metropolis for 7 cents when I can write city and get paid the same."

7. Faster is Better - Who ever thought we'd be communicating in 140 characters?  But, we do. Become the quicker writer.



I had the opportunity several years ago to hear Liz speak.  She is dynamic and knows her stuff.  Sign up to get her newsletter at www.redfirebranding.com

 In appreciation,

Annette

Painted Lady Enterprises