I was just reading an email from WordPress expert Chris Lema about his recent search for a new job. He was discussing what made him choose one employer over another. Something he said stuck with me because it could help you as you begin working with your clients.
“Karim’s [Chris’s new employer] focus, however, wasn’t on title or salary. His question was very similar to the question my current CEO regularly asks – and the reason I stayed at Emphasys for over 8 years. How do we keep you here for the long haul?”
This Simple But Powerful Question Can Help You With Your Clients
What a simple, but powerful question! How can you use this with your clients? It’s easy. I’ll even suggest the words you can use for your situation.
“Thank you for allowing me to work with you. I appreciate your trust in me, and I’ll work hard to maintain that trust always. What can I do to keep you as a client for the long haul?”
Ask, Then Be Silent While They Talk
After you ask that question, don’t feed your clients with too many optional answers. Many of us tend to do that to make it easier on the person we are talking to. Ask the question, let them think, then let them talk. If they struggle a bit to think about what behaviors and results it will take to keep them happy, that’s okay. Be patient.
Today, Make A Commitment
Make a commitment to say that to all of your current and new clients starting today. Also, program a time in your calendar to ask this question to every client once a year, even if you’ve discussed it already.
People change. Their jobs and goals change. Their expectations change. Competition changes.
When you ask, I’d love to hear how it goes. If you can think of additional ways to ask that same question, please share them in the comments below, or let me know at [email protected].
Nancy Myrland is a Marketing, Business Development, Content, Social & Digital Media Speaker, Trainer & Advisor, helping lawyers and legal marketers grow by integrating all marketing disciplines in order to maximize business development efforts to grow their practices. Known as the LinkedIn Coach For Lawyers, she is a frequent LinkedIn, Twitter, and Facebook for Business trainer, as well as a content marketing specialist. She helps lawyers, law firms, and legal marketers learn and implement marketing and business development efforts that are more relevant to their current and potential clients. She also helps lead law firms through their online social media strategy when dealing with high-stakes, visible cases. As an early and constant adopter of social and digital media and technology, she also helps firms with blogging, podcasts, video marketing, voice marketing, flash briefings, and livestreaming.
If you would like to reserve an hour of Nancy’s time to begin talking strategy or think through an issue you are having, you can do that here.