How deep is your love? Questions to ask yourself that can deepen your client relationships

I’m often asked questions that relate to thought leadership, value and client relationships. These three business subjects intertwine and correlate in very important ways. To explore why, let’s do something different today. Instead of my typical blog post, let’s take the time to create something of a relationship building FAQ.

These are the most frequently asked questions about building client connections, with all the answers stored in one place. Go through the list and see if your own client relationship questions are answered.

“How can thought leadership help me deepen a relationship with a client?”

Clients are often looking to establish relationships with firms that are within their price range while simultaneously looking for firms that are the most recognised in their field. Firms that are established thought leader hubs are more likely to snag these clients at face value.

When it comes to personally developing a relationship,  thought leader influence can actually be extremely beneficial – more so than you think. The knowledge and passion you hold as a thought leader can be key to establishing your value with a client. Your presence as a thought leader can command their respect, which moves your relationship in the right direction.

“What’s the easiest way to establish a client relationship?”

There are actually many different ways to answer this question, but I’ll choose three of the simplest methods while using this Forbes article as a jumping point:

“How do I move a client relationship to a personal level?”

Perhaps the most important relationship level between a client and a firm is when these two entities know each other on a personal level. This is speaking generally – one partner establishing a personal bond with their clients strengthens this relationship with the parent entities involved.

In the above question’s answer, I suggested actually meeting in a face-to-face circumstance as a form of communication. Why? It’s more personal to talk to someone face-to-face than simply shooting black and white text-only emails back and forth. You create personal relationships by establishing yourself as a person with a name and a face. The more your clients can identify with you as a human and not just as an extension of a firm, the better.

“Can I offer more services to a client to add value to our relationship?”

Cross-selling can be seen as  a business tactic, but the trick is in your tone. If you feel like your firm can offer your clients more services than what you already have established, it’s definitely a conversation worth having.

First, look at the relationship as it exists. What does your client life cycle look like right now? If it’s positive, consider whether or not cross-selling is in the best interest of only you or if it’s mutually beneficial. If you feel like offering more services can promote a relationship outside of the perspective of your firm, consider which services best meet the needs of your client, their pain points and their future plans.

These are only a few of the questions I see frequently come up when it comes to building relationships with clients. Do you have your own question that isn’t answered here?  Give me a shout out on LinkedIn.

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