When your clients like you, they tend to stay with you. And give you referrals. And send traffic. And say nice things about you on social media and review sites.
Yes or yes?
So, how do you get your clients to like you? One way is to show them that you like them. People like people who like them.
Yes or yes?
One of the simplest ways to do this is to show them that you remember some personal details about them. Like the names of their spouse and kids. Like their birthdays. Like whether or not they have pets.
When you know your clients well enough to remember these details, you tell them that you think they are important and that you care about them as people, not just bill-paying clients.
I got a call from a lawyer I haven’t spoken to in a couple of years. I asked him about his wife, by name. He didn’t say anything, but I’m sure he noticed.
When you first meet with a new client, or a prospective clients, get them talking about themselves and take notes. Enter this information into your client database, and continue adding this kind of information, over time. The next time you speak with the client, have your database open and use this information during the conversation.
We are in the people business, you and I. We may sell products or services, or our problem-solving abilities, but what we really sell is ourselves.
Want to make your phone ring? This shows you what to do.
