If your business doesn’t have as many clients as you’d like it to have, you can help your business help more clients. In this post, we’re going to explore a few ways that you can grow your business.
Talk to Current Clients
Find out what your current clients love about your business. Then, be brave enough to ask them what they don’t like. This is important because what they don’t like could be holding them back from referring you out to others and it could also be something that’s putting potential clients off. Capitalize on the strong points of your business and improve potential problem areas.
Examine Business Processes
If you were the main person that your current clients interacted with starting from day one, are you still someone they can talk to or do they always get called back by your assistant? Do they get return phone calls and emails in a reasonable amount of time? Examine your business processes and take care to make them more client focused. Your job as a business owner is to provide services to your clients and to find more clients for your business.
Create an open door policy for your clients and ensure that your employees also focus on the client and their needs. Total quality management is a management theory that means clients are provided the best services and care. Who defines the concept of quality? The clients. Yet, everyone in your business is responsible for making sure that clients get what they need from your business. If you haven’t done so already, you also need to review what your employees can and can’t do for clients and give them the power to make a difference. Providing better client care throughout the lifecycle of a client matter is one of the best ways you can grow your business.
Have Credit Controls in Place
Credit controls help your business provide the right amount of credit for each client. These credit controls give more people the opportunity to take advantage of your services. Yet, it’s important that clients aren’t given so much credit that they’re unable to make their monthly payments. Remember to create a credit controls process that works for your business and that considers each client’s individual needs and ability to pay.
Ask for Referrals
Reach out to your best clients and ask for referrals. You can even incentivize the process and give clients a small discount for every successful referral that they make to you. A 5% or 10% discount more than pays for itself with new clients. Make sure that you have some criteria in place for your referral program before you launch it.
Delegate Administrative Tasks
Delegate administrative tasks such as client intake, customer service, collections, electronic health insurance claims filing, and IOLTA trust management to qualified professionals. This leaves you with more time during the day to focus on your current clients, develop new services for your core base, and reach out to new clients.
Create an Ideal Client Profile
Go through your invoices and client list and figure out who your best paying clients are. What services do you provide to them? What, on average, do they spend in a month or year? Follow the Pareto Principle. This principle, also known as the 80/20 rule, states that 80% of your income comes from 20% of your clients. So, identify your best clients and build an ideal client profile so that you know how to refocus your marketing and growth efforts for your business. What are things that probably keep your ideal clients awake at night in your industry? What are some perks they’d love? Where can you find those new clients? What type of advertising are they most likely to respond to?
Get Professional Business Support
Clients ARM has more than 30 years of experience managing accounts, client intake, customer care, collections, accounts receivable, and more. To learn how we can help your business, schedule your free consultation. Clients ARM is proud to provide cost-effective business solutions that help small businesses reach their potential.
