Sustaining Your Important Clients Is the Key to Success

For any business, to get new clients is too tough and it also requires lots of hard work. Once the client base changes, our previous clients may shift to new areas, they may shut down or sell their business. So along with finding new business, it’s also important to manage and keep our old clients happy with our work. This article will help you in doing the same. As it contains nine valuable points, which makes old clients come back. Here are they:

1) Providing Outstanding Service:
Consistent hard work is being required for providing excellent performance. But after outstanding performance, client won’t go anywhere else as they believe your service is the best and no one else can give better work, except you.

2) Database Maintenance:
Maintenance of database containing contact details of client is essential. You must have well managed database, which contains all details of client as well as some measures regarding sales value. As there may be some clients, who do not check their e-mails regularly, so it’s not worth to inform them through e-mail. In this case, contact through postal or telephonic way is essential. So, along with client e-mail id, their postal address and telephones must be present in the database. It is important to manage database properly because this may help you in easy and fast retrieval of contact details. Moreover, it is important in networking while festivals and important events.

3) Keep a habit of direct mail:
Direct mail will help you in future sales. Always find opportunities for direct communication with previous client, particularly when your service has long sequence of sales.

4) Special offers:
Special attractive offer always helps you in making good business deal. This way can also help in attracting your previous clients. Some of the offers are:

- Package offers i.e. “buy one get one free” or something like that

- Time sensitive deals

- Offering new services

- Bulk discounts

5) Special events:
Conduct special events like seminar on current technologies and topics, at free or low cost to your clients. Along with these all things, dinner or lunch should be fixed with clients. With such events clients would also feel their importance and this adds to your business.

6) Write a note:
Wish your client on special occasions like birthday, festivals, anniversary etc. This all will give good impression of your conduct on the client.

7) Make phone call:
Phone your previous client and have meaningful chat with them regarding ongoing projects and its priorities. And try to find out ways you can help.

8) Business promotions:
Demonstrate your achievements or research work you have carried out and impress them by showing how faithful and hardworking you are.

9) Send Reminders:
In many businesses there are opportunities to offer ongoing services to the previous clients. Remind your old clients about service, maintenance, periodic review of product.

Leadership matters in managing change effectively

Organizations need to change their functioning and way in which they conduct their business and services. The reason behind these changes might be external forces in economy, needs of customer or marketplace. These changes would affect whole organization and it can be known from level of opposition of leadership and employees.

For any organization, if change takes place then it’s essential for all employees to understand three preliminary steps in the process. These three steps are as under:

1. What is needed to change?

2. What needs to happen to make it a reality?

3. How can we make it happen?

The fact is, not every employee of the organization follows these principles in same way. But, understanding these concepts has really helped many organizations to successfully bring an effective change.
Why individual opposes change?

• People are insecure about loss of control by change

• Lots of insecurities are being created due to change affecting the status quo

• People are used to working in a particular laid down manner since long

• Change requires hard work

• There had been bad experience in past due to change.

• Changes are forced upon people without any valid explanations.

Reduce the conflict and build loyalty to change
Reduce the resistance by providing obvious picture of change. Change should be step by step, planned and estimated. Engage people in this process and do inform them regularly. All you need to do is to reduce disruption through efficient planning. Leadership at every level should express people’s dedication to the change. Appreciate them for their involvement in change process and also give award to earlier pioneers.

Key to effective change:
As a leader, one important thing is to study present culture of the organization and to know where you are. It is also necessary for a leader to identify employees who want change and those who are not happy with change. Take example from existing model that has effectively implemented change and also communicate with them regarding their experience with change. Don’t completely change existing culture immediately, but take advice from people about ways to implement the change and methods to solve the problems while implementation. Vision may help you in change, but this is not the only way.

Steps leading to successful change:
Find out, what is taking place in areas, where changes have taken place by involving persons who will be in charge of results. Analyze the conditions with the representatives. Make strategic planning that leads towards success after change in organization. Continue activities with involvement of employees that will help in solving problems and also in improvement of change process. Finally measure, examine and estimate the change.

Involvement of Critical Factors:
Collaboration and good communication is essential and plays important role in process. All processes, practices and functionalities give more values to customer, goals and performance for achievement of goals. There should be internal solutions. Horizontal, Vertical and multi directional interaction must be carried out before change in organization.

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Helpful Tips to Motivate your Employees

If you have a business approach which is people-friendly and focuses on your customers’ needs, your clients’ pleasure will be sufficient motivation for your employees to keep up their good work.

• It would be best to start from the very beginning. There is no way you can inspire them if you do not teach them the fundamentals of business. To ensure that their basics are aright, you have to promise them sufficient financial incentives. Also make sure the conditions of work and atmosphere within the office are conducive to a healthy working environment. How can you be sure of this? Just ask your employees if they like the situation and implement whatever changes they suggest in order to motivate them.

• Besides the overall working environment and conditions, there is another area which you should ensure is pleasant to your employees. Find out if they like working there, how they feel when they interact with other employees who are in a higher position, etc. You should encourage your employees to have an open, trusting relationship with you (the boss) and other employees. No one should feel uncomfortable while in the office – this is a very basic fact. If relationships between employees are strained, they won’t feel motivated.

• It is extremely important that all nitty-gritty is sorted out to establish a smooth working environment. Since this is your company, it is your job to ensure that your employees have the optimum conditions to give their best to the job. You should interact with them in a personal level. Knowing that the boss actually cares about how each one works will stimulate them to work harder and better. After all the basics of the job have been settled, make sure that you allow your employees to give you their feedback about the changes in the office. Just take it slowly, taking up one issue at a time. Hurrying through the business will not work.

• After getting the general things sorted out, it is time to connect on a personal level with your employees. Talk to each and learn more about their personalities, what they like about the work they do, their preferences, their strong points. This personal interest will motivate them no end.

• Do not let your employees get stagnated in their jobs as this is the surefire way to demoralize them. They will feel that no one appreciates them for their creativity and potential. You should give your employees tasks which challenge them intellectually and creatively. Excite them, and thus motivate them as they look forward to a challenge at work every day.
In order to satisfy the wants of your employees, you should ask them what kind of work they want to do, and what they think will be enough of a challenge for them. Every person will respond differently to your personal interactions with them, so you need to notice how you interact with each. You could also try raft-building, paint-balling and away-days to engender team spirit and motivation.

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