Who are your top ten clients?

Think about what you can do for your loyal clients - the advocates who refer business to you - and remember how these connections commenced.

In the mid-1990s my friend Max retired as a Colonel after 20-plus years (including time as a navigator on a gunship in Vietnam). After more rounds of golf than normal people can count, he became a local representative for DHL, the package delivery firm.

I met him several months into his new position at a joint meeting of several Sydney chambers of commerce. He was so focused on asking about my career, etc. it was several minutes before I asked, “What are you doing now?” His reply was, “Oh, I’m a DHL area representative.” I had to ask him for his card.

So, I became a client. About a year later, as a guest on a local radio business show I told the host Jim that Max´s pure focus on me first made me a long-term customer.

Jim asked, “So if Max went to FedEx, would you follow him?” Well, I confessed, “I hadn´t thought of that but...yes, of course!”

Developing a loyal customer is pretty simple. Focus on them, not on you.

As a business owner it is great to have team members that are creating loyal clients, but remember to make the connection with you and the business as well rather than just with the salesperson.

If you would like a free chapter from my book The People Pill on delighting customers please email me at ken@engage4results.com

www.Engage4Results.com

www.ThePeoplePill.com

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