Sweeten the deal
It’s no secret that keeping a growing list of clients is often easier than reaching out for new ones. But as you keep that existing book, the one thing you absolutely need to address on a regular basis is how to grow your business. So how do you continue to grow your bottom line with the same clients? Focus on your value, and theirs. Inspire loyalty and you will absolutely make more each year.
Sound old-school? Anything but. Loyal customers are the first sign of a long-term successful business if you think about it – they exist ONLY because the service and/product you provide them maintain value. That being said, loyalty is not a reason to avoid raising your rates! This is where creativity comes in: it is in all of your customers best interest to contribute to the grown and health of your business. Unless you structure and convey price increases on a regular basis with added services, you are neglecting one of the main areas of responsible entrepreneurship.
Still feel like it will rock the boat and potentially insult some people? Part of taking a creative angle to this is also to listen to your instincts. It is up to your clients to say yes/no or renegotiate, and knowing them as you do should give you an indication of how they’ll respond.
So what if after you bring it up your devoted clients’ panties get in a little ruffle? Get creative and offer the sweetness of some value-added services to make the medicine go down.
A few ideas to get you started:
Websites your thing? Offer long-term clients a complimentary review of their analytics and or a review of their keywords
Graphic designer? Throw in an updated color scheme to a logo to freshen up the next project.
Nutritionist? Show your appreciation by offering a colleague, relative or associate of their choice a complimentary session (you might just get another loyal customer in the deal).
Any of these type of added-value offering not only show your sincere appreciation for their business, it also demonstrates the additional value you bring to the relationship while at the same time introduce them to some of the other services you offer.
Think maintaining prices is the only way to show how much you value your existing clients? Think again. Or better yet, stop thinking so much and get creative and lead with confidence to the next level of success and value based in your business.
Any ways you have sweeten the deal? Share it here with CLCommunity.