Today, a simple formula: Service Clients Regularly = Get More Work
Welcome.
It took me a number of years, but recently, I purchased what I have always considered to be my dream car – a JAGUAR XKR.
This baby is the same car used in a recent James Bond movie, and is a V8 Supercharged bundle of driving luxury. The great thing with Jags is that when they’re firing on all cylinders, they are an absolute dream to drive. In fact, when its performing at maximum levels, there are times when I think that I’d happily drive to Melbourne, just to buy a carton of milk.
However, lately I’ve come to discover an interesting fact that I think most Jag owners already know – if I don’t service it every 3 months, my dream car runs like crap.
It burns fuel, sounds awful, chugs and splutters, is hard to handle, and of course, does nothing for my image or sense of wellbeing.
While paying for a recent service, it got me to thinking – How do you service your clients? Like an average car? Maybe once or twice a year? Or, do you service your clients like a high performance Jag? Weekly/monthly/quarterly?
I can assure you from long experience, that ‘servicing’ your clients regularly – as in having regular quality conversations, ensuring you are on top of THEIR business growth priorities, and fully appraising them of the services your practice can provide – will directly drive growth and better fee generation, without you having to actually ‘sell’ anything.
Good clients are rare, and as such, need to be serviced regularly like the fine fee-producing engine that they are. If you keep them in the loop, you’ll find your relationship is a smooth ride. But let them go too long without a service, and you’ll suddenly find things chugging and spluttering, and even worse than leaking oil – you’ll be haemorraging fees.
I’d like to show you how in utilizing this technique in my own practice – ie. by speaking with my best clients every week, specifically about them and their business, the work literally flowed in…and I successfully TRIPPLED my average fees and profits in a matter of weeks.
Why not contact me for a confidential assessment of how our proven practice growth techniques can work for you.
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