Client Appreciation - It Means Everything! © / Ernest F. Oriente / Business Coaching Section / ComPortOne of Rockford Illinois

Client Appreciation - It Means Everything!
by Ernest F. Oriente, The Coach

Want to know the secret for keeping your clients forever? And what if you could keep your revenue growing by 25% every year, because your clients loved the way you appreciated them? In this article, you will learn how easy it is to develop a powerful client appreciation program. Once in place, an appreciation program will forever change the way you operate and manage your business.

Developing a monthly appreciation plan: At the beginning of each month, develop some fun ideas to "thrill" your customers.

Start by planning a short brainstorming session with your sales manager, your marketing director, customer service and your sales team, so you can hear their unique insight about ways to make the program a giant success.

Their input is critical as each company has its own special client profile, so customize your appreciation plan accordingly.

Once your appreciation plan is finalized, provide a written recap for your team so everyone will know exactly what their role will be. Clear communication makes for perfect implementation.

Tip from The Coach: Consider building your client appreciation plan for six to twelve months in advance. This makes for better financial budgeting, a more thoroughly developed appreciation plan, and your team will have the time to evaluate several competitive proposals for each month’s theme.

Building appreciation themes: As you consider the theme for each month’s appreciation program, start by looking for specific holidays or seasonal times of the year.

For example, summer time is perfect for bringing an ice-cold drink to all your clients, as appreciation for their business.

Your clients will not care how much you spend on them each month, but they will be very impressed by the way your team shows how much they care.

Another appreciation theme, depending on the profile of your clients, might be more educational.

For example, have a local computer store give a live demonstration for your clients at your office, focusing on how the Internet can improve their business. Your clients will be thrilled to hear more about this cutting edge technology and the computer store gets to meet lots of potential new customers… a win-win for all.

Lastly, hundreds of companies provide all kinds of promotional items you can order in small quantities with your company name imprinted on them, and these items will fit perfectly into your client appreciation program.

Tip from The Coach: Certainly your clients will love the appreciation you show them each month and so will your prospects. If appropriate, include every prospect in your appreciation program. Take this small step and watch your closing ratios double!

Evaluating the success of client appreciation: Start by asking your team to make written notes of any nice comments shared by your clients or prospective new clients.

Next, evaluate the number of clients or prospects who attend your educational seminars, as this helps for planning future programs.

Of course, monitor your client retention percentages, as this is the critical measurement of how well your appreciation program is working.

Tip from The Coach: Remember, your clients will feel important when they know they are a top priority. Implementing a client retention program will not cost much. But the return on your investment will be significant based on less turnover, happier clients which means more referrals, and more fun for your team. Why? Because The Coach says so! Plus, good news travels fast and so will the sterling reputation you earn with your clients.

Want to hear more about this important topic or ask some additional questions? Fax a quick note on your letterhead to 435-615-8670 and The Coach will fax you back a free invitation to be a participant on an interactive LIVE telephone teleconference. On this call we will discuss 25 appreciation

Author’s note: Ernest F. Oriente, The Coach, founder of PowerHour®, a professional business coaching service delivering customized training, by telephone, in management, marketing and sales for property management companies, apartment locator/corporate housing services and publishing companies worldwide. We specialize in global distance learning by telephone, using our state-of-the-art conference call system for interactive and dynamic TeleForums. Twice-monthly TeleForums link 10 -100 executives/ professionals/ individuals who are geographically dispersed, in a time efficient and profitable format. PowerHour® is based in ski-town—Park City, Utah, at 435-615-8486, by E-mail ernest@powerhour.com or visit our TeleForum website: www.coachingsuccess.com. To receive a FREE property management success newsletter send an E-mail to: ernest@powerhour.com. Recent PowerHour® articles have appeared in 1500+ business/trade publications and websites.

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