Tip #14: Be Visible between Projects
When your current project for a client wraps up, don't be surprised if you're not asked to do more work. But don't give up. Clients notice how consultants behave between projects. If your firm is only visible when there's an opportunity to sell work, clients are not likely to believe you when you claim to be committed to the relationship.
Stay in contact regularly. Invite your clients to events and help them with issues as needed. Propose coauthoring an article or presenting jointly at an industry conference. Keep your firm's presence alive and continue to build relationships within the client's organization. Resist the urge to zoom off to the next opportunity.
If your previous work was well received, chances are good that clients will bring you back. It just may not be when you expect it.
I strongly endorse this.
Two reasons. I usually like the clients I get so I'm interested in what happens to them and their business.
The other?
I'm just plain nosey! No seriously though...
If you maintain a relationship then you're in their head when they start thinking about the next juicy project that fits your skills.
Posted by: Jimsym | January 24, 2006 at 11:09 AM
This is an old tune.. but sending clients articles and links to articles and information relevant to their business is a great way to stay in touch and show them that you have their interests in mind.
Another thing... use the phone and develop those personal relationships that email alone can't accomplish.
Posted by: Phil Dunn | November 01, 2005 at 06:18 PM