10 Ways to stay in-touch - Client Value Added Gifts
Customers want to be contacted - just enough.
When out for the evening in a nice restaurant you want your wait staff to be attentive, informative and around when you want them. But you don't really want them to join you for dinner. Business clients expect the same from their vendor sales contacts, to be contacted just enough, not bombarded. Many buyers are interested in a good experience with their vendors. They want to work with people who are smart, friendly, fun and available when they are needed.
If you have complex, long-term sales processes to bring clients on board with your products and services, you may want to add some additional thought to how you reach out to clients.
10 Ways to stay in-touch with Key Account Clients
1. You have heard it before: "Always be giving!" What can you offer your client? Maybe an introduction to an industry expert? Your client probably has networking goals also. How about an invitation to attend an industry event with you? You don't always have to be the host to extend an invite.
2. Send a link to a good article your client might enjoy. Tell them why you thought they would find it interesting.
3. Educational opportunities are always welcome. Can you host a webinar or give a talk at an event? Give an educational talk at a team meeting for your client.
4. Send them something nice in the mail. Yes, for no reason! Just so they know you are thinking of them.
5. Are they a good prospect for a case study with your organization? Many clients enjoy the lime-light! How can you engage on a new level?
6. Get to know their friends. Your client has supporters within their organization. Can you get to know their boss and others they work with? How about their industry peers from other organizations you might want to know? Host a small outing like a foursome for golf so you can really get to know them. You might suggest you bring someone new for them to meet and they do the same.
7. Leave clients wanting more of your time, not wishing you would stop hanging around so much. Knowing when to back off is important. Remember to give your clients some space.
8. Introduce a new service offering your client does not know about your organization. This can also be an opportunity to engage others within your clients company. Venture in unchartered waters!
9. Spend time learning more about their industry and business. Attend an event or tradeshow to gain a better understanding of your client's perspective. Offer to observe field operations or make a site visit to enhance your understanding of the client's pain points. Sit in on help desk calls or spend a few hours in their shop. Then share what you learned with your client. Clients who have a sincere interest in a relationship with you will be impressed by your level of care.
10. Be a real person and get to know about their life. Learn about their family, hobbies and life passions. You might be surprised that you have something in common that you never would have imagined.
Business Gifts don't always have to be tangible. There are a various ways to add value to your client's career.
For additional ideas on keeping in-touch with key clients, download our Kit Marketing Planning Guide.