Long-Term Relationships - The Key to Success

The result of long-term relationships is better and better quality, and lower and lower costs.” – W. Edwards Deming

All businesses, irrespective of size, need clients for success. Attracting clients and retaining them for a lifetime is biggest challenge that any company faces, however once it is accomplished there is no turning back. A satisfied long-term client brings more transactions and also refers you to others. The valuable testimonials that you receive from them are the key to your success.

Finding a new prospect is much costlier than retaining the older ones. Excellent communication and public relation skills are must for maintain good long-term client relations. Building a long-term relationship with clients is a step-by step process.  Nothing happens overnight. It takes time and patience to build a good reliable long-term business relationship. Following are few strategies of maintaining a long-term client relationship:

Don’t break a promise

Don’t make a promise if you know can’t keep it, but once make one then don’t break it. Following through your commitments prolongs a relationship.  You will gain trust by keeping your word. If you cannot deliver on the products and services that the client needs, do not promise them that. The key mantra is ‘promise less and deliver more’ and not the other way round. A delivery that exceeds your customer’s expectations impresses them. An excellent way to build long-term relationship with client is to consistently exceed their expectations and provide the quality services. When you live upto your word of
delivering the best, this shows your are capable of doing what you say.

Respect your clients from Day 1

Life of any relationship depends on mutual trust, respect and understanding, and business relationship is no exception. If you want your clients to be long-term prospects then respect them from the time they decide to do business with you. Treat them consistently with honesty, humor and honor. This consistency will make you dependable, credible, and trustworthy. In other words, if you want to be treated well, treat others well.

Connect with your client

Know your clients and their business. How can you deliver them solutions if you don’t know their business needs? Also, you cannot deviate from the goals and objectives of your company. So, spend some extra time and find out if the prospect is even right for your company.The more you learn about your client the better you can serve them. Ask questions and delve deeper into their interests, goals and expectations.

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