Oh No, They’re Leaving! How to Get Your Clients To Stay Longer

by Kendall SummerHawk
Women entrepreneurs crave creating security with their business, which is why when a client completes — even if it’s for perfectly good reasons — it can be a bit of a confidence shaker.

And when you add in that from a time standpoint, it’s a lot more work and effort to attract new clients than it is to continue working with existing ones, it can make even more sense to focus on implementing client “stick” strategies, along with your regular new client-generating activities.

Happily, it only takes a few small tweaks to your business to start seeing the benefit of longer-term clients. Financially, making these tweaks can easily result in thousands (even tens of thousands) of dollars in on-going revenue for you every year. Plus, help you keep your programs full and even create more demand from new clients who see how amazing you are because your clients stick with you.

Which all adds up to a huge increase in your confidence and in what I refer to as the “energetic uplift” of your business. Sustainable, joyful, fulfilling businesses have an energy to them of excitement and momentum. Which makes even more people want to work with you, creating more energy and income, and on and on this perfect cycle flows.

This is something you see me modeling very successfully in my business, which is why I’m sharing with you 3 SIMPLE tips (taken from dozens I could easily share) for creating awesome client loyalty and “stick”.

Tip #1: Adopt A “Client For Life Attitude”

When I first started my business I was so happy to have clients, I didn’t think through what would happen when we came to the end of our initial coaching time frame.

It wasn’t until I went through the up-and-down cycle a few times, of either having plenty of clients or not having enough that I realized I needed to create a different strategy.

Once I created my Client for Life attitude, I implemented several important changes. For example, I stopped discussing coaching in terms of “we’ll start with 3 months then go from there”. Instead, I switched to six, eight and even twelve month programs.

I also began focusing on letting my clients know how special they are, by providing stellar customer service. The results of that effort have definitely paid off because now my company is known as a leader in the coaching industry for client care.

Another action I took was to…

Tip #2: Rather Than Over Delivering, Always Be Seeding

Seeding is simply the act of letting people know what their options are for continuing to work with you. For example, most women entrepreneurs are chronic over deliverers, so when they see their client needs more help, their reaction is to try to cram more into their package or program.

A better approach is to acknowledge what it is your client needs additional help with, then choose between offering an additional service such as a VIP Day, or letting them know that by stepping up into a different program they can get that need met, or letting them know that by continuing to work with you for a longer period of time they’ll get the additional help they need.

Here’s an example of what that can sound like:

“Sue, we can definitely take care of the first 3 items on your results list during this first phase of our working/coaching together. Then, we can go on to implement items items 4-6 in our next phase. Does that sound good to you?”

Tip #3: Give Your Clients A Place To Grow And Go
Your clients want to know what’s next for them when working with you. It’s best not to leave figuring that out to the last minute, as then you eliminate any seeding opportunities, and, your clients are likely to assume that since you didn’t mention anything in advance to them, that there isn’t a next place for them to grow into with you.

Here’s A Fascinating 10 Minute Exercise You Can Do To Keep Your Clients Longer…

If you were to switch places with your clients, what would you want to see, hear or experience that would make you become a client for life? Quick, jot down your ideas. Now start implementing and watch as your clients begin to stay with you longer, helping you to grow the thriving business of your dreams!

Would you like to learn more simple ways entrepreneurs can brand, package and price their services to quickly move away from 'dollars-for-hours work' and create more money, time, and freedom in their businesses? Check out my web site, http://www.KendallSummerHawk.com, for free articles, free resources and to sign up for my free audio mini-seminar "Money Blocks & Breakthroughs.

Award-winning small business expert Kendall SummerHawk is the Million Dollar Marketing Coach.


PhilippaWrites said...

This is such an amazingly helpful post to the newbie freelancer. I've read it several times already since last night, and have bookmarked it. Thank you!

Deb Bailey said...

Hi Philippa, So glad that this article was helpful for you. There are lots of great tips that we can all learn from. Thanks for your comments!

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