An experienced sales and relationship management professional, Lawrence Zirkel has spent more than two decades working in the investment industry. Most recently, Lawrence “Larry” Zirkel served as managing director of Brean Capital, LLC, and was responsible for producing revenue and creating and maintaining strong client relationships.
Strong client relationships play a key role in a company’s success, but they don’t happen after just a single meeting. Below are a few ways professionals can build profitable client relationships:
- Communicate: Without communication, any type of relationship will eventually die. As soon as a professional meets a new client, they should make a point of staying in contact with them. This can include sending a quick email after meeting to remind clients of who a person and company is or following up on questions in a timely manner.
- Exceed expectations: Many clients already expect great services and products from professionals and their companies. To ensure they stay around as a long-term client, professionals must continue exceeding their expectations every time they come back. Early deliveries and discounts for repeat service are great ways to accomplish this.
- Request feedback: Regardless of whether a client has a good or bad opinion about a company, they will likely make it known in some way. However, businesses can take advantage of this by leaving out comment cards or conducting surveys to gather client feedback. This not only shows a company is listening, it also gives businesses a chance to fulfill client needs more effectively.
