It’s never too early to start saying thanks to yourclients, vendors and referral sources for what theycontribute to your business or practice. Everyoneloves to be appreciated and acknowledged, so start now and do something every month.
Keep in contact with your clients and vendors by sending articles you have written or that would beof interest to them. Add a little "How are you?" note to these people and keep the lines of communication open. Include current information about any new value-added products or services, such as a newsletter, or tele-class you will be presenting.
Marketing your way to success doesn’t have tobe expensive. You just have to do it.
Communication and relationship are the keys to marketing. Attending numerous networking meetingsmay be worthwhile to some, but that strategy doesn'twork for everyone because, as someone once told me, the people who love you will always refer business to you.
Create a list of Advocates, or supporters, whowill think of you first when it comes time for yourspecial area of expertise. This list could be up to, but certainly no more than, twenty-five people.
You could also have a separate organizational list, such as companies where there is more than one person you know.
The people who are your Advocates or supporters are the ones who require nurturing. Send them an e-mail, e-zine, note, or article at least once a month.
Create an external management team to help youachieve your success. This could include your attorney, your own mentor or consultant, your accountant and other like minded people who youcan trust. This is the key, people you trust to tellyou the truth
Gather your external management teams in an informal meeting such as breakfast or lunch. Advise them of your upcoming plans, get feedback and give acknowledgement for all their support and advice.
Check in with former clients to see how they are doing. Be willing to provide free information to these people. Generosity is its own reward. If you keep a timer on your desk, you can be sure of keeping the conversation brief as well as focused. Then, send themmore information. Follow up in about two weeks to seehow the seeds of your generosity have blossomed.
Information is available to everyone, through theinternet, magazines and newspapers. Only you canprovide customized data to your clients that will be appreciated as well asremembered.
Review your brochures, marketing letters, and newsletters in a new light. Does this informationspeak to your"Ideal Client"? Do you know who your"Ideal Client" is? Redefine these documents as needed after you have thoroughly defined this client. Give these documents to your management team and get their feedback.
Does your collateral material speak to what you do? Is the information clear or does it require interpretation? Spend time on this now and reviewit every ninety days.
If the cost of a new brochure is prohibitive, or if you think your business will be adding more productsor services in the near future, create an InformationLetter.With this type of document, you can update your Advocate groups as well as former and potentialclients. Again, it’s not costly and serves a specific purpose.
This letter can include updates on your particular industry or market. You also can advise them of your continuing education and how it will benefit them.
About those referral sources, they deserve a little extra attention. Remember, they thought of you first! Consider seasonal flowers, plants, a book or a special card.
You want them to keep remembering you! Nurture all theserelationships and your business will grow and glow.
Copyright Updated 2004-2011 All Rights Reserved Worldwide
Joanne Victoria, co-founder of Gemma & Bixley and a Professional Business Intuitive, has been a business practitioner for over 25 years as a Real Estate Broker/Owner, CFO of an investment company, CFO and Sales & Marketing Director of a home-building company and CEO of her former business, New Directions. Joanne provides insights into Big Picture outcomes for clients and offers action steps essential to make dreams come alive.
Victoria guided numerous organizations from insecure financial circumstances to increased levels of success.
Joanne is the author of 5 books including: Vision With a Capital V- Create the Business of Your Dreams, Lighting Your Path-How To Create the Life You Want, How To Achieve Your Dream Business and Pushy For a Moment-Instant Solutions to Everyday Challenges.
Joanne’s observations on what people can do to succeed have been reported in the San Francisco Chronicle, national Business Journals, Success Magazine, Entrepreneur Magazine, Marie Claire magazine and national television and radio programs.
Joanne‘s ability to see the big picture allows her to leap over logic presented by circumstances and individuals. Joanne’s philosophy cultivates methods for identifying commanding life choices, then trusting those choices to promote growth.
What people are saying:
“For good advice, common sense approaches and all-around good stuff that translates to profits and sanity (at the same time!), call Joanne Victoria. It doesn’t even matter what business you’re in — she’s that good, giving more than you might expect. That’s rare these days.” Rhoann Ponseti, Owner, Ponseti & Partners, Modern Marketing
“Joanne is not afraid of the truth and provides information in an open way, inviting you to choose what works for yourself. She is clear and motivated to help people pursue personal excellence and higher power.” -P. Roseanne Hughes, VP, First Bank and Trust
“I can honestly state that my business and I would not be in our current position as leaders in the Integrated Medicine movement if it were not for your vision and expertise. Thank you, Joanne.” -Elson M. Haas, MD, Author, “Staying Healthy with Nutrition