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‘Sexing up’ client relationships – 5 top tips

To ensure clients keep coming home to you when competitors wink at them, follow these five proven relationship ‘sex it up’ tips right now.

Relationships get stale. The magic of the early days dwindles. You start taking each other for granted. This is a high danger time and you need to move fast to spice up the relationship.

First, though, remember the Golden Rule of client retention and growth.

The most powerful weapon to growing your business

It started when Andrew Parker sent me a dozen mangoes and a bottle of French champagne. With that gesture I learnt the secret to guaranteeing a steady flow of referrals and new revenue to any consulting services firm. Andrew called it his MICRophone program. This is how it works.

When I started my own firm, I had 17 years of ‘sweat equity’ behind me of relationships and favours done. I expected a stream of new client referrals in those early days, a ‘thank you and good luck’ gesture from a long list of professional ‘I Owe You’s.’

3 vital ingredients to winning new clients

There’s nothing sweeter than the taste of a new client win. To drink more often from that winner’s cup, follow these three vital ingredients for new business success.

Winning new clients validates who your firm is and what you offer. It lifts heads. It inspires and creates momentum.

Remember clients are making up their minds about who to hire from the moment they contact your firm. It’s vital to hit the right buttons at every meeting and on every contact. The three vital ingredients to winning new clients need to be ‘seeded in’ at every opportunity during the process.

Top 5 reasons clients have fired me

“You’re fired!” Nothing hurts more than losing a client, so hard fought to win in the first place. Yet the reasons for ‘getting fired’ are usually one of these five major mistakes.

I’ll never forget that client CEO firing me. We were out. Worse still- we absolutely deserved it. I still dream about it. And of the other few times my agency ‘got fired.’

Winning new business is a great feeling. There’s that early honeymoon phase, and then often, over time, we start to under-deliver. Work flows dwindle. Or the client puts the account out for re-pitch. Occasionally you get the ‘it’s over’ phone call. Whichever way it comes, it hurts.