Here’s the scenario: You’ve been working with a client for a while and you’d like to increase the business you’re getting from them. You know there may be other opportunities to work with the company but you’re not sure how and when to ask. There are simple steps you can take to ensure bringing in new business from your current clients. Here are 5 easy ways to grow business from an existing client.

1. Ask for a meeting. After a project has completed, ask to meet with the client to discuss the results of the project and to discuss some new ideas. If you’ve done good work for a client, the level of trust and quality of the relationship has increased because the client believes in you. You have proven yourself to the client, so they will be happy to meet with you.
2. Ask for feedback. Find out if the client is satisfied with the most recent project’s delivery and ask if there are any suggestions for improvement. Then ask what the company’s future needs are. If the client tells you there are no opportunities at this time, ask when it would be good to follow up. Before you leave the meeting, confirm the agreed-upon time you will be in touch. Staying in touch with the prospect keeps the door open for future business.
3. Ask for referral business. After the client has expressed satisfaction with your service, ask for referral business, either within the company or outside the company. Say to the client “I’m delighted you’re happy with our service. It’s been a pleasure working with you too. Is there anyone else you think would benefit from speaking to me?” Ask if they can give you the names then. If they cannot, set up a time in the next week to follow up for the names and phone numbers.
4. Keep the client updated. Another way to stay visible is by keeping the client informed of new products, services, or programs, either developed by your company or that have recently come on the market. Your client will appreciate being informed of the latest cutting-edge products for their employees. This shows you’re thinking of ways to help the client and you’ll soon become their trusted partner.
5. Stay in touch. Your client may not have an immediate need for your services, but that can change. A “no” today can easily become a “yes” tomorrow. Stay visible by touching base with the client periodically via phone or e-mail. I keep an ongoing list of prospects who have expressed interest. I then send them a brief email letting them know I was thinking of them and their business, asking if they’d be interested in having a chat with me. More people respond quicker to email than the phone.

ASSIGNMENT:

• Make a list of 3-5 clients you would like to contact for more business and a date by which you will call them or send them an email.
• Write down a description of the project you completed for each client and the results you produced.
• Write down a list of questions, ask for feedback on your previous work, and ask what you can do for the client now.

• Write down what to say when asking for a referral.
• Practice asking the questions and for the referral request until you feel comfortable saying them.

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