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Client engagement is an important step in building your business.
Investing in client engagement helps increase sale.
Identifying your target audience will help you narrow your engagement efforts and spot the clients who are best suited to your skills.
Client engagement is an important step in building your business. You may be an expert in your field and great at what you do, but you need clients to keep the doors open. Investing in client engagement not only helps increase sales, build your brand, and strengthen your reputation, it also helps you develop a roster of people you truly like working with.
Here are five benefits to client engagement and tips for what you can do to find and keep the clients you want.
1. Increased Revenue
It’s an easy formula: when clients feel connected to your business, they are more likely to return with their next project. A strong client-contractor relationship begins at the very beginning with a focus on communication.
Talk with your client about the goals they have and how you can help them achieve those objectives. Ask them about their concerns and ideas. Learn how they approach situations and work to tailor your communication with them accordingly. These practices will help you build strong relationships and keep clients coming back time and again.
Customer loyalty is built over time through successful projects and developed trust. Increase your client’s confidence in your abilities by asking for feedback and making changes and improvements based on those conversations. Generate loyalty by consistently delivering quality work.
When you can do so, go above and beyond to exceed expectations. Be on the lookout for ways you can provide value. Little things like responding to messages in a timely manner, using consistent branding across your social media platforms/professional website/email signoffs/etc., or sending them a small gift during the holidays are gestures that won’t go unnoticed.
Happy, loyal clients will spread the word about your business, helping to generate new leads. This word-of-mouth marketing can be a great tool to find clients and grow your business. A good client referral begins with you—you must first demonstrate your value.
Then, ask for the referral at the right moment. For example, wait until you are discussing project results rather than asking when you send your client the final bill. As motivation, you may offer to leave a review for the client in return or offer a discounted service for repeated business. If a client does endorse you, be sure to thank them.
A great way to keep clients returning to you for more business is to look for upselling opportunities. A loyal client is more likely to be open to a conversation about other services you have to offer.
Consider your base of clients and think about what additional needs or problems they might have. What solutions can you offer to help them out? Can you put together a special package for them? Highlight the benefits you offer and think outside the box—remember, your client might not know what else you have to offer until you present them with the idea.
The more you know about your client base, the better you will be able to direct your marketing efforts. As you take the time to engage with clients, you’ll learn why they like working with you and why they are loyal to your business. This is valuable information. Along your customer engagement journey, there will be clients who aren’t the best match for you. And that’s completely okay.
Identifying your target audience will help you narrow your engagement efforts and spot the clients who are best suited to your skills. Once you know the clients you should be targeting, learn where they are the most active and shape your marketing accordingly. Be sure to use the industry language that they are using so you can reach them in a way they understand.