Radio Sales Café

Last week I asked what "loyal" clients can and will do for you. Now, the big question. How do you grow, develop and nuture "loyal" clients?

 

One of the first answers is your mind-set. Keep in mind your clients' "Lifetime Value"!

 

Any more ideas?

Always say "thank you"! As you've mentioned so many times in your newsletters, a written thank-you note is very memorable.

Recommend your clients to your other clients!
Be a resource!

Excellent advice, as usual, Jerry. Being an advocate for one's clients comes with the territory. A good corollary to this principle would be to look for ways to involve clients in cooperative efforts with one another. The tire dealer can have a stack of coupons on the counter redeemable at the restaurant across the street. The restaurant can reciprocate with coupons good for a free flat repair or similar offer. Minimal cost for significant benefit to both. The station isn't making money directly from this transaction, but the rep has positioned him/herself as a valuable resource to both clients. In the long run, this builds business all the way around. As a renowned sales trainer might say, it's a win-win-win situation!