One of the main concepts we aim to emphasize here on the blog and through our work is the importance of establishing and maintaining strong and positive professional relationships with clients. While great advances in internet and digital marketing have made it incredibly easy for people to find what they want and need, it has also brought us to the point where we need to take measures to not be overlooked in a sea of options. Ironically enough, this has brought us to a point where we need to bring attention back to a very simple idea: personal connection. As we’ve noted before, the focus for many firms in the modern market is to establish and build strong connections with clientele rather than simply chase sales. And the logic is evident—when your firm places great value in fostering positive customer experiences it will naturally lead to mutually beneficial outcomes.
Working on your own client relationships is definitely something to prioritize in the near future. If you haven’t yet spent much time considering the ways in which your firm may connect with customers and sustain those connections, the coming new year provides an excellent opportunity to put outreach measures into motion. And luckily, it’s very simple to go about the process—as long as your dedication is there. Let’s explore this notion and its advantages in depth.
What Exactly Is Relationship Driven Marketing?
Whereas historically a lot of marketing concentrated on transactional outcomes, nowadays more businesses are focused on the relational. It’s all centered on creating a positive customer experience. Establishing a solid rapport with clients leads to a succession of favorable experiences for them, and in turn supports overall brand image for you. The goal for many firms is to get to know the faces behind a name and logo, and really work to understand their business concerns, goals, and challenges. Likewise, firms should share with clients the same details, and work diligently to be consistent, transparent, and authentic. By putting forth a genuine effort over an extended length of time, the benefits for firms increase exponentially.
Advantages of Marketing and Business Driven by Relationships
Just as in our personal lives, investing heavily in business relationships can bring about great results for all parties involved. Here are a few to consider:
● Customer Retention – When firms work to know and understand clients rather than simply sell to them, those clients are more likely to stick around for the long term. Trust and loyalty built over time is considerably more valuable than a quick deal up front with no sustained connection.
● Increased Positive Referrals – Even in our advanced digital age, with all of our tricks to attract customers, nothing is greater than positive word of mouth from current customers. A loyal client that you’ve gotten to know well is likely to offer a positive recommendation of your firm— something that is difficult to achieve without relationship marketing.
● Response to Business Changes – When a client knows and trusts your firm, they will likely be more understanding and stick it out with you when things change. This may include rebranding, shifts in pricing, or new leadership.
● Opportunity for Feedback – Loyal and happy customers will often provide honest opinions about your services, and can serve as a sounding board on which to bounce ideas. Turning to your most valuable customers to learn where your firm’s strengths are (and where you can do better) can be like tapping into a goldmine.
How to Go About Building Solid Client Connections
In order for marketing efforts to be truly centered on building strong client relationships, it’s necessary to incorporate this vision into your overall business goals and work it into your daily operations. As we mentioned earlier, this concept is very simple and the process really comes down to maintaining a strong awareness of how you present yourself and interact with clients on a daily basis. Know your clients well; learn the names of employees and personal details that will reflect the value you place in them. All communication with clients should be clear, honest, and consistent. Engage with clients across multiple channels, keeping up with dialogue on social media and reaching out on the phone. Never underestimate the value in “old fashioned” meetings over coffee. Welcome feedback at every step, and demonstrate how much you value client opinions by integrating necessary changes into your services and operations. Share with clients information that you come across that you feel will interest them. Avoid being overly pushy with information regarding your services and offerings. Offer a loyalty program if it works with your services. Go out of your way to provide exceptional service and support. Our suggestions could go on and on. However, you will quickly come to recognize the nuances and distinctions among your clients in how they do business and what they need, and thus you will be able to foster each relationship accordingly.
The Support You Need for Better Business
As we’ve observed, in order to run your business with strong customer relationships at its core, this concept needs to be integrated into nearly all aspects, from the ground up. This can be a massive undertaking, requiring a great dedication of time and attention to detail. We are here to provide the assistance and expertise your firm needs to achieve strong customer connections. With our support, you will be able to provide clients with remarkable service—and you’ll see the business growth needed to compete in today’s market. Contact us today to learn more.