Did you know that bringing in a new customer is anywhere from five to 25 times more expensive than retaining an existing one?
It makes sense, though. You end up spending tons of time, energy, and money creating multiple marketing touch points for prospects to find you, then begin to know, like, and trust you, and eventually decide to do business with you.
As a small business owner, you have to be strategic about where you’ll spend your precious resources. Having a client appreciation strategy—one that builds relationships with your existing and previous clients, contacts, and referral partners—will save you money AND help you make more money in the long run.
Plus, (and more importantly in my humble opinion), showing appreciation to those you care about is good for the soul. It puts you in the vibration of gratitude, which magnetizes more good things to you.
Today’s Words of Wisdom interviewee, Deb Brown, is here to tell us more about how showing appreciation is good for business.
Hi, lovely. Please introduce yourself and your business.
My name is Deb Brown and I am the founder of Touch Your Client’s Heart. I help small business owners explore new ways to build relationships of trust with their most important contacts.
Tell us a bit about how you got started and why you do what you do.
I recognized a need for helping small business owners appreciate their clients and build relationships with their business contacts. Statistics tell us that 68% of clients leave a business because they believe the business doesn’t care about them. Most of the time the business really does care, they are just caught up in the day-to-day of what they are doing and drop the ball when it comes to client appreciation. Don’t just feel gratitude – show appreciation!
How do you support women entrepreneurs in building their businesses?
I help increase client retention, generate more referrals, and increase revenues – all through business relationship building programs.
What’s the #1 tip you give to your clients to help them achieve their goals?
Instead of reaching for the next prospect to bring in more money, take care of the people who are already in your circle of influence. You will make more money and make it quicker and easier through referrals, upsells, and long term recurring income by building relationships of trust.
What’s at the heart of your message to the world?
If you don’t remember them, they won’t remember you. People get busy. They forget. If you are consistent in reaching out to them, you will be remembered.
What’s the biggest lesson you’ve learned since starting your business?
As a client said to me once, “Time takes time.” There are no overnight successes – just people who consistently do the small things that in the end bring great results.
What’s the best piece of business advice you’ve ever received?
Niche to grow rich. I’ve seen that as I narrow my focus, it is easier to explain what I do and attract the right people to my business.
Do you have anything you’d like to share with us?
If you want to generate more referrals, focus on building relationships with 25 referral partners. You can download a free Referral Partner Tracking Sheet to help you keep track of the contact you make with them each month for a year here.
Where can we connect with you?
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