Cultivating your Client Database
One of the greatest ways to increase revenue within your business is to reach out to your existing client database. Your clients take the least amount of convincing when it comes to getting them to choose your company over the competition. They’ve worked with you before and know that you can deliver on promises. Sure, some may call you wanting to know more about the newest products and services you’re offering, but for every call you receive, you’re probably missing out on another handful of opportunities. As Leonardo da Vinci once put it, “people of accomplishment rarely sat back and let things happen to them. They went out and happened to things.” By proactively reaching out to your client database, you’re putting yourself in a position to generate positive results.
If your company is using a CRM database, gathering all of your current contacts and placing them in one centralized repository is essentially automatic (if you don’t have CRM – we can set one up for you). You can pull your contact list, and market to them in a variety of ways (e-mail campaigns, direct mail outs, cold calls, etc.).
Using a CRM will make organizing your client database much simpler, but it’s still up to you to build on those client lists. This is where you’ll need to get creative. Whenever you’re at a trade show, a job fair, a business conference, a promotional event…anything that puts you in the community spotlight, you should always be trying to build on your client database. Even if these people haven’t necessarily done business with you, they could still be potential revenue-generators later on down the road. This can be as simple as having a signup sheet where people write down their name, phone number, e-mail address, signature (this is very important as new anti-spam legislation laws beginning July 1st will require proof of user consent), and any other information that will help you market to them effectively.
In the end, it all comes down to getting your hands dirty and adding to your marketing list in any way you can. Your marketing list is like a campfire. Keep it fueled and it will keep you warm and happy. Let it sit there unattended to, and it will wither away and extinguish. The same concept applies to marketing your list of contacts.
If you’d like some consultation on how to create successful client marketing campaigns, give us a call and we’ll keep your campfire blazing!