Tired of always looking for new clients?
The question to ask is "are you staying connected with ALL the clients already in your business?
Every business owner wants to know the strategy for engaging clients or customers.
It’s been a month or so of very interesting conversations with small business owners in my network, including clients. I frequently find themes in these valuable interactions and recently there’s been an enthusiastic desire to attract more clients.
Reality for every business owner is we all need a regular stream of customers or clients. The myth is in believing they always need to be new.
It’s equality a reality this can be the biggest consistent challenge you face daily as a business owner.
I’m all ready to jump in and provide practical strategies to attract more customers, but I have found myself also bringing people back to something I see being missed. Missed all the time.
The question to ask at this point is “are you picking the low hanging fruit in your business?”
Let me explain why I ask, starting with what low hanging fruit refers to and why it matters.
Low Hanging Fruit by #businessyoda definition, is the easy pickings in your business. When I think what that might be I instantly think past and current customers and clients. It’s about engaging customers – or if you haven’t stayed in touch, re-engaging them
Let me explain.
People you have already worked with already know you.
They probably also like you.
And you have built trust with them.
So the barriers (not a fav word of mine, but we are talking, things that could get in the way) to them working with you again, or referring someone your way are lower than if you’re in the process of nurturing a prospect (someone looking for what you’re offering) along the steps to become a customer or client.
It takes a lot less energy, time, effort and expense to
- re-engage a past client
- offer them a new service or product you didn’t have when you worked together previously – be mindful the new offering MUST be of value to them before you share it
- support these awesome people to refer to you
than it does to engage someone completely new into your business.
So how do you make this happen?
How do you re-engage with previous clients you’ve worked with?
Here are my top strategies for reaching out and connecting with the low hanging fruit in your business
- Pick up the phone and give them a call
- Send an email or message on your fav social media channel to say hello
- Tag them into posts on socials and explain why you’ve tagged them – my fav is to give them and their business a shout out!
- Post them a hand written card or postcard to let them know you’re thinking about them and want to see how their life/business/career/family etc is (relate this to how you worked with them)
- Host a casual social event and invite a few people you know to join you if your clients are local to you, or host an online version if they live all over the world
- Create a purposeful, value driven email campaign to stay connected to past customers and clients
The most important part of the communication is to genuinely enquire how someone is and to ask if there’s something you can help them with.
Remember, these are people you know. You have worked with them. They’ve bought from you and possibly referred to you. Be personal and remember above all else, #peoplebuyfrompeople so be a human in your interaction.
With the number of sales pitches and all the repulsion marketing out there, be the person who stands out because you genuinely care. Let that lead the way and (in my experience), the rest of it becomes more effortless. Definitely magnetic to just be real and show you care.
Hope this helps?
p.s. the term “low hanging fruit” has been popular since the 1990’s and is often referred to as overused business marketing speak. I love a good cliche and can totally do a buzzword or four throw around so I’ll keep using it 😉
But also, don’t think of your clients as fruit, or something to be picked. They are people, and precious ones at that. Treating them as such is a great way to keep them connected with you!
Let me know what you think…
What are you actively doing when it comes to engaging customers and clients you’ve worked with before?
When did you last reach out and say hello?
Comment below and let me know an action you’re going to take to connect with your existing client community.