Projects and contracts have a lifespan, relationships don’t. And it’s the relationships that take your business to the next level. So if you already succeeded in securing a project with your client and are doing the best job possible, what else can you do to turn them into a long term relationship?
- Award entries
Awards enable you to connect with your clients on a business and personal level. People want to do well and be recognised for the great work they are doing and awards are a great way to showcase their success. It is also the best way for your business to tell a story about what you can do. For both, your business and your client it also adds credibility and serves like a marketing tool that will help to promote both businesses.
- Case studies
Storytelling is the most effective way to deliver your marketing message. If you can link your story to a client and showcase their success, it’s a win-win situation for both sides. Case studies highlight what you both did well and set best practices for the industry. It will help to nurture the relationship as you will be working together, not only on the project but also at turning your joint success into a joint marketing campaign.
- Client events
Linking fun with learning and connecting people makes the relationship more personal and adds experiential value that will be remembered. People like connecting with people and learning what works best for others, so be sure to include events in your account management strategy.
- Client comms
Have a regular communication tool to inform your clients about how and what your business is doing. Get your customers to know your business. Not only about matters related to them but any news that will give a human face to your business, as well as highlight your success and plans. Just connecting with your clients quarterly in a form of an e-newsletter can be an effective way to keep in touch.
Keep in touch with your clients even after you stop working together. As they move on they will be a great brand advocate for your business. Create an alumni group – either via your website or LinkedIn. It will allow you to keep in touch and provide a networking platform for your clients – encourage them to exchange best practices or collaborate if possible.
- Joint PR
The media is always more interested in stories associated with brands. If you can provide a story on your joint efforts, you are more likely to get press coverage. Encourage your client to engage in joint pitches – come up with innovative, real life examples that the readers will benefit from. PR will serve as a great marketing tool that will give you both exposure and broadcast the message that you are a great company to work with.