3 Follow-Up Tips for Client Engagement

Ensure you stand out and remain top of mind with your clients and prospects by creating a differentiated service offering.  We all know that the key to attracting and retaining clients is in the service that we deliver and the relationships that we have.  Sometimes it is simply just better follow-up. Use these 3 tips to enhance your follow up.

1. Leverage Technology

A Customer Relationship Management System (CRM) should be the foundation of your technology engagement platform. Using your CRM effectively is critical to your follow-up strategy by creating tasks and activities with reminders.

If you are using your CRM to its fullest, ensuring that your data is accurate, it can help you keep track of discussions, dates of contact, meetings, emails, and important dates. A CRM can also help you navigate the best times to contact clients and leads for the best possible results.

2. Be Attentive

Clients should be able to see that you’re thinking about them and have everything under control, which will keep them satisfied and provide future referrals.

One of the most important client relationship differentiators is knowing as much as you can about them all while considering their time and information needs. A simple thing like knowing their favorite food/wine/how they like their coffee can make a big difference.

Sending meeting confirmations and reminders, not canceling meetings, and taking good notes helps demonstrate your value.

3. Use Preferred Communication Method

Have you asked your clients how and when they like being communicated with? Do they prefer calls, emails, or text messages? Have you asked them for permission to email them educational information? Creating and maintaining interest in you, your firm, and the solutions you provide leads to more meaningful conversations which in turn results in more business and referrals.

If you would like to discuss this in more detail, please call me at (781) 726-6808.

— By Peter Kaplan, Vice President