A savvy business owner in any industry knows that a client relationship can live long beyond the initial sale. This is especially true in the credit repair industry. It is easy to see a credit repair client as a one-off relationship: you approach a lead, convert him into a client, work with him to improve his credit report, then end the relationship when the job is done. However, by effectively managing the relationship, you can help that client with ancillary services, gain referrals, improve your advertising, and improve business partnerships. Below are some crucial tips to keep in mind to get the most out of your client relationships.
- Success begins with the first contact: In your initial conversation with a prospect, keep in mind that you are building a relationship with a lifetime partner, not a single sale. Ask about their overall financial situation and what they hope to achieve in the future. Don’t just talk about your services; learn about their goals. Show integrity and be truthful. Don’t promise anything you cannot deliver on.
- Focus on building a relationship, not selling services:By truly listening and understanding a person’s credit and financial situation, opportunities for cross-monetization or upselling will happen organically. Once you have succeeded in helping to repair the customer’s credit report, you will easily be aware of what other financial services he might benefit from. This is also a great opportunity to build relationships with affiliate partners, as you may be able to refer the customer to them. As with any relationship, the benefits should be mutual. A customer should always leave a conversation feeling like they are being taken care of, even if it is also benefitting your business.
- It’s the little things: Make sure that your customers know they are not just another number. Small gestures can make customers feel supported and cared for. Send a birthday card, thank you note, or beneficial information on credit or finance that you think might benefit them.
- Use marketing automation to strengthen client relationships: High quality marketing automation can be used to manage client relationships you’re your client volume is too high for regular contact. This automation can be sequenced to provide regular updated or education to clients without spending time contacting each person individually. Automated emails should feel personal and include quality information.
- Provide value:In order to build a lasting relationship, clients should see you as an expert in your field, not just a one-time service provider. Accomplish this by providing educational materials on the credit industry and beyond. Regularly educate your clients on how to holistically improve their financial standing. By doing so, clients will begin to see you as someone they can trust and come to you for information on other services
- Create an official referral program:When you have successfully provided a quality service, be sure to ask clients if there is anyone else in their personal or professional network who may benefit from your services. If a referral comes through, make sure to follow up with the original client to thank them. Provide a benefit for the referral, whether it be a free service, discount, or simply a handwritten thank you card.
- Collect testimonials:Don’t forget to keep track of your successes and share them with clients and prospects with testimonials. This can be as simple as a few written sentences, a voicemail recording from a satisfied client, or a cell phone video. One of the best ways to market your services is with legitimate customer testimonials. There is never a better time to get them than immediately after a success.
By following these steps and creating quality, mutually beneficial relationship with clients, you can grow your business with strengthened affiliate partnerships, better quality advertising, and a growing base of referrals. Customers are more likely to continue to work with professionals that they trust and respect, so remember that building relationships is the key to success.
We wish you all the best for your business, and if there’s any way that we can assist, please reach out.