Building and maintaining strong client relationships are important for sustainable business growth.
It’s common for business owners to focus their resources on gaining new business. However, you don’t need to rely on gaining new clients to get new projects.
Here are 10 proven ways to build and maintain strong and positive business relationships with your clients:
- Focus on communication
- Be positive
- Treat your client as an individual
- Share knowledge
- Be open-minded
- Understand your client’s goals
- Speak your client’s language
- Use project delivery tools
- Develop appreciation
- Focus on Communication
Timely, efficient communication should be a priority. When everyone is busy focusing on getting work done, communication can fall by the wayside. That’s why it’s important to clearly and consistently communicate throughout the project.
Make it clear from the beginning that you will work with your client to develop value statements that align with their business goals and that you will evaluate progress against these agreed-upon value statements as the project progresses.
- Be Positive
As an independent professional, you carry a number of responsibilities. As stressed out or overwhelmed as you may feel, it’s important to show a positive face to your clients. Exude the energy and confidence that you want your clients to feel about your work. Enthusiasm is an attractive personality traits that people enjoy being around and that clients enjoy working with.
- Treat Your Client as an Individual
While your relationship with your client is of a professional nature, acknowledging that you see them as a person can go a long way.
The extent to which this personal connection is appropriate will vary depending on your industry, client type, and the individual client’s personality. If you know your client is a parent, you may simply ask how their children are doing.
- Share Knowledge
If your client doesn’t understand your area of expertise, they may feel ignorant about the intricacies of the process and therefore disconnected from the development of the project.
This is your opportunity to share information that will help the client understand what you do, which will build trust and confidence in the process. Explaining to your client what you did, why you did it, and how you came to your decision will help them feel knowledgeable and in-the-loop.
- Be Open-Minded
In order to build strong and lasting client relationships, they must be able to trust and rely on you as an expert. That’s why it’s crucial to maintain a policy of openness when it comes to your professional opinions and point of view regarding the best interests of the project.
It can be tempting to want to appear agreeable and avoid uncomfortable confrontation by telling a client what you think they want to hear or withholding your true opinion about their project.
However, these practices are not only counterproductive, but can also damage your reputation, but by confidently expressing your honest opinions, clients will respect your initiative and desire for excellence.
- Understand Your Client’s Goals
To succeed, you’ll need to understand your client on both a micro and macro level. On the micro level, you’ll want to understand the goals and objectives for the project at hand.
However, on the macro level, you’ll want to understand how this project fits into the organization as a whole, as well as any key details about the client’s culture that might help you in your engagement. The ability to understand your client’s goals will help to build a relationship of trust and mutual respect.
- Speak Your Client’s Language
Successful consultants can adapt to their client’s style, formality, and preferred method of communication, instead of sticking only with the tools where they may feel most comfortable. For example, your client may prefer video meetings or choose to text message instead of email.
- Use Project Delivery Tools
Organising project delivery is key to making a positive impression on clients. Use tools that help you deliver your work professionally from beginning to end can help increase your level of professionalism and business skills as well as provide transparency and tracking of your project.
- Develop Appreciation
While establishing client boundaries is important, there are times when going above and beyond can help your business. Keep limits in place, but be on the lookout for moments when you can go the extra mile.
If you’ve been in the business for years, it can be easy to get stuck with old habits. Instead, consider each client situation individually and don’t be afraid to adjust your work processes.
Some clients may really value hands-on access and want to be included in each stage of your process, whereas others may simply prefer a written, detailed weekly summary of what you’ve accomplished.
Remember, communication is key to establishing a trustworthy relationship; talk to your clients to get a feel for what they value most and then incorporate their preferences your workflow. A little bit of thoughtful listening can go far in building respect and appreciation.
If you’d like to work on your client relationship skills, sign up for one of my 1:1 sessions here 📝