Research has identified 3 reasons why your clients may leave you:
A recent study conducted by Bain & Company (published in Harvard Business Review) revealed that acquiring a new customer costs six to seven times more than retaining an existing customer. And those businesses which boosted customer retention rates by as little as 5% saw increases in their profits ranging from 5% to 95%!
The research proves that keeping your existing clients will increase your profitability. But how can you ensure retaining your existing clients? There are the typical ways to ‘try’ to keep your existing clients. You can “Google” the topic and find pretty apparent ways. The difference between Client Service and Client Leadership is that Client Leaders go beyond the common Client Service techniques. If you want to be one of the few (yes space if very limited) to learn over 30 proven tactics that have been practiced in over 660 North American agencies, click here. One way to build client loyalty is to be the expert. Not just the expert of advertising and marketing. Becoming a trusted advisor to the clients day-to-day business challenges. Become recognized as an integral part of your client’s business success. Building trust has been proven to grow commitment. Studies show that one way to build trust with your client is to develop ‘shared values.’ But what are shared values? Cultivating shared values means taking an interest in your clients and their business. The typical way of doing this is to do some research on their business, understand how you play a role in their day-to-day activities, and use that information to strengthen your relationship. Anyone can do this. But what Client Leaders do that the Account Managers do not? Client leaders ask one simple question of their clients that Account Managers don’t. At least once a quarter, a client leader asks their client “What differentiates you from your competitors?” With that knowledge, client leaders find ways they can assist them in strengthening that point of differentiation. Then, they follow up with their clients to let them know what opportunities they have identified. This extra effort shows that they have shared values and are genuinely interested in their business. Merely providing service is no longer sufficient. In today’s competitive environment, retaining clients require client leaders to start building shared values with clients and showing they take a vested interest in them and their success. This is the reason we have developed a 2 day workshop specifically designed for Advertising Account Executive/Managers. This workshop is jam packed with new ideas, secrets and proven tactics in Client Leadership successfully practiced in over 650 agencies. And, we are sharing it ALL with you in this 2-day workshop. Don’t miss it! Click Here for more information, a detailed agenda, and to reserve your space.
Connie Burtcheard – Your Workshop Leader May 11th & 12th, 2016
Early Bird Registration, before April 15th – $1,295 for both days! Have additional attendees from your agency? Let us pay for their room! After April 15th: $1,895 for both days. Enjoy the Beautiful Palms Casino Resort at a Special Workshop Rate of $59/night! |
