As a business owner, one of your tasks should be to get your Customers to buy from you again. Repeat business is more profitable because your buyers have already been through your sales funnel once! Therefore, it takes less work to sell to them, which means less of the money is “spent” on the sale and more of it is profit.
But if you sell services, this isn’t easy to do: Customers who need your service for a brief season may not need it after they have achieved the goal they hired you for.
So how can you extend your contract? Here are 3 ways to keep your service clients:
1. Know more than anyone else in the organization about the topic.
Your Customer has a lot on their mind and they rely on you to be the specialist in your particular area. Take this a step further by becoming a specialist on your area in your client’s business. Become an expert in your client’s business! Know more than your client does about one particular aspect of their business and they will keep coming back to you for more. (Oh, and as a bonus, you’ll also lock yourself in over and above the competition).
2. Be the easiest person in the world to work with.
Your Customer just wants their business to run. They don’t need drama, they don’t want divas, and they definitely don’t want to hold your hand. Instead, they want to hand off one aspect of their business to you and trust you to deliver on time, in full, as you had promised. Deliver your service, be clear and a pleasure to work with, and be helpful. These will go a long way.
3. Proactively search for other projects and make recommendations.
Don’t wait for your Customer to come to you with project ideas. Search out opportunities in your Customer’s business and make recommendations. Create a proposal with one or two ideas (don’t overwhelm them with ideas; just give a couple) and ask if they’d like to extend your contract.