Tweak Your Biz » Management » 5 Ways To Grow Your Business As Your Clients Grow Theirs

5 Ways To Grow Your Business As Your Clients Grow Theirs



I bet you have aspirations to grow your business. Of course you do. Well, you can bet that your clients have aspirations to grow their businesses too. Here’s how to make sure you’ll still be working with your clients when they’re bigger.

5 Ways To Grow Your Business As Your Clients Grow Theirs

Value the clients you already have

It can sometimes be all too easy to get caught up in focusing on getting in more and more clients. That’s the key to growth, right? You need to have loads of clients and be constantly adding more. I would say no, not necessarily.

Business people will often quote how much it costs in time and effort and resources to secure a new client. It’s a metric we like. The price of new business.

What about the value of retained and developing business? To my mind that’s an oft-forgotten one that is at the core of this blog post. Your small clients today may well be your bigger clients tomorrow.

Think about that. You’ve already put in the time and effort to get them as a client. Now you need to hold on to them and do what you can to help them grow. As they grow, you then look to grow with them.

5 ways to grow with them

#1. Treat them like they’re already a big client

This may seem like common sense and if it does then congratulations, as you’re ahead of the curve. Too many people treat their clients differently depending on what they’re worth to them at the time. Don’t do that. They may well grow to be that big client you should have been treating them as.

#2. Talk to them

Talk to your clients. Don’t just talk to them when they contact you because they need something. Talk to them anyway. Be the company who takes an interest in what they’re doing beyond simply what they may want you to do for them. Perhaps they have an issue and you know just the company to help them out? Or maybe they’re experiencing something you experienced with your own business and you can offer some advice. You won’t know if you don’t talk to them.

#3. Share with them

Develop a rapport with your clients to the point that you can share your own business challenges with them. If you learn to value them as a source of advice or referral then you’re moving away from a standard client-supplier relationship. That will likely help you BOTH grow.

#4. Be a partner, not a supplier

I work in the events industry and in our industry this is a huge thing. One of the ways we set our business apart is by looking at ourselves as a client’s partner, not their supplier. That may seem a bit fluffy but it makes a practical difference. It’s a mindset and, while it may seem like a subtle difference, it’s a huge thing. Clients feel and value the difference.

#5. Be nice

I get some stick for this one but I stand by it. Being genuinely nice goes a long way. I’ve spoken about the value of being nice at various business and networking events and it’s amazing how many people don’t see niceness in their own industries. I describe the little things we do to be nice to people (not just clients) and am generally met with shocked faces. People just aren’t used to other people being nice to them. It’s sad but it’s also an opportunity for you to set your business apart from the rest.

The bottom line

A business that grows will recognise the things and people that helped them to grow. If they’re growing then they’ve hit on a winning formula, to some degree, and will likely want to stick with those that have helped them to. That’s just logic.

The 5 points above aren’t revolutionary by any means.  They’re also not hard things to do so ask yourself this – why would you NOT be doing them when they’re easy to do and could actually help you grow your business? Exactly.

Images:  “life in your hands  / Shutterstock.com

__________________________________________________________________________________

Connect with Tweak Your Biz:

                     

Would you like to write for Tweak Your Biz?

Tweak Your Biz is an international, business advice community and online publication. Today it is read by over 140,000 business people each month (unique visitors, Google Analytics, December, 2013). See our review of 2013 for more information

An outstanding title can increase tweets, Facebook Likes, and visitor traffic by 50% or more. Generate great titles for your articles and blog posts with the Tweak Your Biz Title Generator.

Want to get your business featured on Tweak Your Biz? Check out #TYBspotlight.



Sponsored Content

The Author:

Mark is Managing Director of Cuckoo Events. He is a qualified & experienced Event Controller & Safety Officer. He blogs on events, marketing and business. He is a SAGE Business Expert & a Graduate Member of The Marketing Institute of Ireland. http://www.cuckoo.ie

Add Your Comment

  • http://www.ahaingroup.com/ Sian Phillips

    Welcome to Tweak Your Biz Mark and a great first post for us. I agree that often companies are chasing new business so much they forget about their current clients which is a shame. These clients should be cultivated and like you say – you can both grow together then. I look forward to your next post

  • http://rumblinglankan.com/ Nishadha Silva

    Some very interesting ideas. I guess it’s a trap most companies fall into when they go looking for new clients.

  • http://www.irasmithinc.com/ Ira Smith

    So true and thank you for a great article. In the last three years, we have changed our marketing drastically by using these techniques, and the example of John Kralik in his book “365 Thank Yous: The Year a Simple Act of Daily Gratitude Changed My Life”. We stopped spending marketing efforts and resources the way we traditionally did, we invested a tiny bit of money in an online tool that lets us reach out and touch clients and friends many times during the year. The results are amazing and the value proposition cannot be beat by any other method. The result is we spend much less on marketing than ever before, and our business referrals have gone up. I never would have thought it possible, but it does work. Continued success.

  • Mark Breen

    It really does seem to be. I’m sure it’s easy to let happen but it’s too detrimental to long term business not to stay on top of.

  • Mark Breen

    Thanks Sian. I enjoyed doing the post.