[vc_row][vc_column][vc_column_text]Nothing makes business run more smoothly than good relationships. Some of the most important relationships you’ll have, are those with your clients.
Forging strong relationships with clients is not only easier and less expensive than acquiring new ones but simply increasing retention by 5% can increase profits by more than 25%. So, get to know your clients as people, not just numbers in your books and it will be good for your bottom line.
Here are 5 ways to do just that.
Curate.
It is in the selection of your clients that you become the master of your fate. In the early stages of a business you might feel like you have little control over which clients to work with and like you must take on anyone who comes knocking on your door. However, it is with this mindset that you can set yourself up for relationships doomed to fail.
Take the time to have a conversation with a potential client to (1) understand their full needs and assess if you can meet those requirements and (2) outline how you perform your best work and determine whether this client can work within your perimeters. Most people will respect, and likely even be impressed, that you have a system in place.
Onboard.
Every time you interact with a client, remember: People are busy. Your clients don’t want to be bombarded with emails and meetings, they are already juggling too many balls. So, schedule a single meeting for the onboarding and come prepared which will show them that you respect their time.
There are several items to consider in an onboarding:
Tech onboarding – Ensuring that your client has access to the tech they’ll need as well as an understanding of each of the tools you want to use will save frustration and time down the road.
Get organised – Now is the time to gather all the information you need including access to previous accounting systems, accounts, inventory records, tax records, etc.
Add-on services – An onboarding is an excellent time to introduce your new client to additional services you offer.
Question.
Never underestimate your role as an advisor of more than just tax and accounting. Many people have deep rooted fears, anxieties, hopes and dreams around their money and you can become a vital resource for your clients if you only open your ears and listen.
By building in touchpoints with your clients throughout your firm, you have the opportunity to understand the trajectory of their financial lives and where you can provide trusted services along the way.
Communicate.
It seems we’ve got a thousand different ways to talk, message and video with clients yet it can still be so difficult to get simple information. With the world vying for our clients’ attention, communication lines have become cluttered.
Developing a clear and concise way of communicating with your clients underpins everything else you will do. Check out Timworks, a desktop and mobile app, which provides accountants and their clients with a simple way to chat, share documents and add all the relevant people to conversations.
Deliver.
Finally, and perhaps most importantly, you’ve got to deliver in a way that resonates with your clients. Pulling data into long spreadsheets isn’t enough. By getting to know your clients, you can better understand how to present data to them, whether it is in a personal meeting or emailing illustrative graphs over.
When that is all done, look forward to building long-lasting relationships.[/vc_column_text][/vc_column][/vc_row]
