Have you ever noticed that birds of a feather flock together? Folks usually associate with like-minded people . In other words, a person’s collection of friends and family usually has a fair amount of people in it that are just like them.

Here are 5 easy steps to make the most of for adding more best customers :

Step 1:

Decide which customers you already have that you would classify as being the best client. The easiest way to do this is to pick one client that you (and your associates ) really enjoy having as a client.

Step 2:

List the profile attributes that had you think of them as a best client. Examples could be:

They are timely with payment.
They are friendly to you and your associates .
They are regular customers .
They are on time for appointments.
They refer other people to your firm .

This is a mock list and your list would be customized to your firm and the types of client you like to serve. The intention of this exercise is to set up a defining , of sorts, so you add more of the desirable ones – not just grow the numbers of customers . After all, isn’t that what you would love to work towards – only serving customers you enjoy?

Step 3

List a few other ones that also share these profile attributes. This technique is usually pretty eye-opening to see how many of your customers you really like serving versus the ones you would rather do without. (Using this process of gaining more customers will make room for you to get rid of the less than best ones down the road.)

Step 4:

Create a strategy of effortlessly and systematically letting the client on the list you just created know you value them. For example, What is something you could do that would be so unique they would be inclined to spread the word to all their center of influence and have a “Guess what I just received…” phone call about an action you took. It could be a birthday or anniversary card (although in many industries , sending a card is common-place – and not falling in the amazing category, which is required, for this to be powerful ).

However, sending a gift is not commonly done . How many of your client are young families that are now having children ? Sending newborn baby gifts would be so outrageously amazing and it is sure to be worthy of lots of conversations about considerate you are!

In fact, I would venture to guess if you did send a unique baby gift, you would be the center of conversation every time they looked at the gift. You would have to work pretty hard at losing them as a client after that act of generosity . And they would be sure to acknowledge your kindness !

What competitor in your niche is going to do this for those new parents ?

Actually, there is already a trend developing in this direction. Many professionals – physicians , legal professionals, insurance agents, real estate agents, for example - are seeing the value in setting aside a small percentage of their advertising budget for client relationship management. Customer loyalty and referrals abound when entrepreneurs thank their existing client for doing business with them by sending a small gift of congratulations for important events. The application of this strategy bears fruit in attracting new customers .

Step 5:

If you have completed the first four steps, get prepared for the appreciation that will be streaming into your office. And celebrate what a caring and savvy business owner you are in implementing this new strategy for gaining new client by appreciating the ones you already have.

About the author:
Pat Graham-Block has been coaching small to mid-size business owners in how to strategically expand their firm with unique, proven ideas that work. She is also owner of Simply Unique Baby Gifts, an online store that showcases many options for newborn baby gift baskets ready to be delivered to the new happy parents on your behalf.