How many clients’ affairs do you personally manage? 100,200, 300?
In an average working day with how many clients do you actively converse? 2, 5, 10?
Do you try and touch base with all your clients on a regular basis? And why would you do that? Let’s take a look at that last question in more detail.
Clients that are going to make the most of your advice, and thrive, expand, be successful, are those that feel you are the first stop when they encounter business related issues that show up as a problem. This contrasts with clients who simply want you to keep the authorities off their back and keep your fees down! It’s pretty obvious which are going to be considered your “A” list clients…
The thing is if you have a growing “A” list how do you keep in touch with them? You will need to keep in touch for one simple reason: you need to know what their problems are so you can provide solutions.
On the assumption that the larger your personal client base, the more staff you will employ, then you need to ensure that your support staff, those that actively deal with your clients, act as your eyes and ears. If you train them effectively, they will pick up your clients’ problems and report back to you. And they should be on the lookout for other opportunities, not just problems. For example they may hear that a client is:
• Thinking of starting up a new business.
• Investing in new equipment or vehicles.
• Has cash flow problems.
• Considering selling their business.
The list is endless.
As you grow don’t forget to make the most of your staff. The old maxim, you can only be in one place at a time, is true enough, but you can expand your outreach, your effectiveness at picking up on clients’ needs, if you train your staff to be your eyes and ears.