Calling Your Clients

 Let's get real here for a moment and acknowledge that the holidays are upon us.  That crazy time of year when everything seems to annoyingly show up on the 'to-do' list.

A very wise businessman once shared with me that if a fire destroyed his warehouse, it wouldn't matter.  If a fire destroyed his delivery trucks, it wouldn't matter.  BUT if a fire destroyed his client files, his business would be destroyed - finito - ended - finished!

There is only ONE top priority for all businesses to act on this fall season: CLIENT CARE

1) BACK UP CLIENT FILES - if you use a web CRM system of any kind, back it up.
2) BACK UP all client files that are resident on your computers! One client lost a list of 1600 names and with it future business. 
3) BEGIN - calling an established client who did business with you this year - Start with those that signed up with you in January and work your way through the year.
4) SAY THANK YOU to each and every one! 
5) ASK QUESTIONS on how you can help them achieve their business goals for 2012.  You may not be the one to satisfy the request, but if you refer them out, you would be surprised on how well they remember you.
6) BE HAPPY you have clients you can call to say thank you. Let them know how terrific it is to work with them!

Our businesses are built on the loyalty of our clients.  Loyalty is built via relationships that are active and have a feel good factor to them.  So pick up the PHONE and reach out and touch your clients.  They will appreciate it.

Any further questions - contact me and I will be happy to answer your question.
Laurelle Johnson
Strategies for Growth

Steven Jobs

May he rest in peace.  He will be missed.

The Embedded Strategy

"Embedded" used in a sentence:   "Thick cotton padding embedded the precious vase in its box." 

So what is the embedded strategy?  Think of your client as a precious vase and your company as the cotton padding.   The strategy calls for you to surround your client with positive experience of  your services and keep out the competition.  It pretty simple. 

Clients enjoy consistency. Clients enjoy ease of use.  Clients don't really want to change vendors - too much work for them in an already stressed working life. But if you are not around and I mean SURROUND/SHOW UP/FOLLOW UP, you will be  displaced so fast you won't even know what happened.

Are you embedded with your stellar clients?  Are you familiar with their growth goals and deployment plans.  Are they going through a particularly difficult time and need what you provide to support them through this bad period? 

As a embedded vendor you get a chance to learn which direction the company is going - expansion or contraction, international strategy, long-term or immediate goals, etc.  Often you are invited to a portion of the planning meetings to contribute!  This is a great result of the embedded strategy. 

Think of the competitive edge this gives your company!

Here's the thing, when you show up at your clients place of business, they recognize you.  They welcome you as you are the bearer of problem-solving, money/time saving solutions that translate to their bottom line. They want to talk and laugh with you.  So why not show up?


Never hesitate to embed yourself with your client and surround them with thick cotton padding.  It will pay off for both of you in the process. 

For more information on how to create the right Client Retention Strategy for your business, contact us at:   laurelle@laurellejohnson.com