Gaining Perfect Customers In 5 Easy Steps

Have you ever noticed that birds of a feather flock together? Folks usually hang out with like-minded people . In other words, a person's group of contacts usually has a fair amount of people in it that are just like them.

Here are 5 easy steps to leverage this phenomenon for gaining more perfect customers :

Step 1:

Determine which customers you already have that you would classify as being the perfect client. The easiest way to do this is to pick one client that you (and your employees ) really enjoy having as a client.

Step 2:

List the profile attributes that had you think of them as a perfect client. Examples could be:

They are punctual with payment .
They are respectful to you and your employees .
They are frequent customers .
They are timely for appointments.
They refer other people to your establishment.

This is a mock list and your list would be tailored to your establishment and the types of client you like to serve. The objective of this exercise is to set up a examination, of sorts, so you add more of the best ones – not just grow the numbers of customers . After all, isn't that what you would love to work towards – only serving customers you enjoy?

Step 3

List a few other ones that also share these profile attributes. This exercise is usually pretty eye-opening to see how many of your customers you really like serving versus the ones you would rather do without. (Using this process of gaining more customers will make room for you to get rid of the less than ideal ones down the road.)

Step 4:

Create a strategy of effortlessly and routinely letting the client on the list you just created know you value them. For example, What is something you could do that would be so unique they would be inclined to share with all their center of influence and have a “Guess what just came in the mail …” phone call about an action you took. It could be a birthday or anniversary card (although in many industries , sending a card is normal – and not falling in the amazing category, which is required, for this to be productve ).

However, sending a gift is not common-place . How many of your client are young families that are now having kids ? Sending newborn baby gifts would be so outrageously amazing and it is sure to be worthy of lots of accolades about thoughtful you are!

In fact, I would venture to guess if you did send a unique baby gift, you would be the buzz every time they looked at the gift. You would have to work pretty hard at losing them as a client after that thoughtful act. And they would be sure to sing your praises !

What competitor in your industry is going to do this for those new parents ?

Actually, there is already a trend developing in this direction. Many business owners – physicians , legal professionals, insurance agents, real estate agents, for example – are seeing the value in setting aside a small percentage of their marketing budget for client relationship management. Client loyalty and referrals abound when professionals thank their existing client for doing business with them by sending a small token of congratulations for important events. The investment of this strategy bears fruit in attracting new customers .

Step 5:

If you have completed the first four steps, get prepared for the thank you's that will be streaming into your office. And celebrate what a caring and savvy business owner you are in implementing this new strategy for gaining new client by appreciating the ones you already have.

About the author:
Pat Graham-Block has been coaching small to mid-size business owners in how to strategically expand their establishment with successful ideas that work. She is also owner of Simply Unique Baby Gifts, an online store that offers a large selection of newborn baby gift baskets ready to be delivered to the new happy parents on your behalf.