BLOG: Don’t Forget: Current Clients are Your Best Prospects!

Don’t Forget: Current Clients are Your Best Prospects!

“Oh, I didn’t know you did that!” is a phrase I used to hear referring to a service that a client did not know we offered at my clinic, Speech Plus. It made me want to scream, “What do you mean you didn’t know?” until I realized that I wasn’t properly marketing my existing clients. Do you know that it costs 5x more to gain a new client than to maintain an existing client?

I decided it was time to revise my marketing plan to include maintaining my current clients. Here’s what I do:

1. Add all current clients (with permission, of course,) to an email marketing list and stay in touch with them via a monthly e-newsletter. In addition to educational articles, each e-newsletter highlights a new or existing service or product we offer.
2. Include a “stuffer” in mailed invoices targeting a different service each month.
3. Display flyers for all services and products in the waiting room.
4. Offer a client loyalty program as a thank you for referring a new client to our practice.
5. Provide Exemplary Customer Service–we always go above and beyond.
6. Build relationships with clients. I may recognize a particular need and because I have earned their trust they listen as I suggest a solution.
7. Train staff to recognize client needs and communicate solutions to them.

You want your clients to keep your name at the forefront of their minds. When they need a related service or product or know of a friend or family member who does, you want them to think of you first. Current clients are your best prospects and referral source!

 

 

Renee Matlock, the owner of The Private Practice Coach, shares with clients her wealth of experience, gained over 30 years of building a profitable, multi-disciplinary private practice.