Satisfied customers are the best way for any business to thrive. When you have a good product or service utilising your happy customers to sell on your behalf is the most efficient way to gain new business. We all feel better doing business with someone to whom we have been recommended. They do not have to prove that they are good, we already have confidence in them.
Let us look at ways to ensure word of mouth recommendations.
- Ask for testimonials from satisfied clients and customers. How often do we allow a grateful or enthusiastic customer to simply walk away. Ask them to recommend you on a business site or write a letter to say how satisfied they are with you and your business. If necessary you can use it anonymously, but being able to demonstrate your proficiency is valuable.
- Ask your customers to consider who they know who might also benefit from what you do. They may not have thought about it, but again satisfied customers make a good advertisement for you. Perhaps offer a referral scheme as an incentive for present customers if they introduce new ones.
- Look professional. Ensure that your company image looks the part. Staff need to look smart and represent your company brand. Company literature has to be clear, convey your business message and identity. Have your business cards or leaflets available to hand out to interested parties. They do not earn their keep kept in a cupboard in your office.
- Reciprocate. Recommending your contacts establishes you as a person of integrity. And having good people to whom you can refer work enables you to offer a wider range of services to your customers.
- Network and follow up on the contacts that you make at these events. Compile a list of contacts from the business cards you collect and keep in contact with as many as you can. Meeting for a coffee occasionally helps keep you fresh in peoples minds and can be a way of building valuable relationships.
- Have a regular blog, mail shot system where you include useful information of relevance to the recipients. That way it will be read, used and looked out for. You establish yourself as an expert and point of reference in your field. Ensure that your contact information is clearly visible.
- Maybe organise conferences or network events of your own. These enable you to be seen as an important figure in your field. And enabling your clients to make additional contacts and improve their success reinforces the strength of your customer base. As their business improves so will yours.
- Be high profile. Being seen to be around and about creates a sense of confidence in potential clients and customers. They will see you as succesful and busy. Join professional organisations. That increases your profile in those networks and using their logo on your literature increases your professional identity.
- Form alliances with associated businesses. Some businesses have similar but varied areas of expertise, others provide different but connected services. Look at co-operating and linking your businesses under one banner. Consider this as a way of building extra credibility and a more professional image. Also this can provide an option to share overheads for some of the business expenditure.
Susan Leigh, Counsellor and Hypnotherapist
www.lifestyletherapy.net