How to Become a Knowledgeable "Toucher"......
MBFlynn
Building and maintaining relationships with your clients is one of the most important things you can do. Consistently provide them with relevant, useful information. Do this at LEAST once a month. Don't sit back and wait for them to contact you, let them know you're out there! They'll welcome the attention as long as you're providing useful, relevant information.
Establishing and maintaining relationships with your clients builds loyalty.
Stay current with news. Learn a new skill. Research a new product. Keep yourself motivated and educated. Become an "expert" in a particular product.
Don't underestimate the efforts of your competition. If they're doing what you're not to establish and maintain relationships with your clients, you may lose them.
Talk to other professionals in related fields (Attorneys, CPA's, Investment Advisors, Real Estate Agents). Form a network of trusted professionals that you can refer to. Become the "go to" person for your clients, and you'll be providing them with value, not just service. This is also a great way to give and receive referrals.
providing your clients with added value, they'll feel compelled to refer you to their friends, family and business associates.
building relationships with your clients, they will feel confident in involving you in more of their long-term planning and consolidation.
Determine the types of clients you want. Identify a single, exclusive demographic of your "ideal" client, and concentrate your relationship building efforts on their specific needs and demands.
Learn all you can about what's important to that particular market. Use this information to work with the clients you want, and bypass the clients you don't want. Or, for example, if you want to target a particular type of business, learn all you can about the business, what's important to the owners and employees, what their fears and desires are and target your marketing efforts.
As an example, you could target your marketing efforts specifically to automotive dealerships. Or even more specifically, managers of auto dealerships. Learn all you can about their world. What their concerns are. What issues do they deal with?
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