How to get great customers that will stay with you for years.

1. How to get great customers andHow to get great customers and
keep themkeep them
by Pat Lynchby Pat Lynch
October 2013

2. How do you get clients like these

3. The business challenge- you must be able to solve
a problem they have

4. How to get customers and keep themHow to get customers and keep them
 “Tell your Story”
 Visit them- early in the process
 Find a champion and build friendships
 Involve the customer, identify, understand their
problem and their business
 Listen to the customer’s feedback
 Listen rather than talk at customer meetings
 Get references, quotes and testimonials
 Perhaps look at a free trial for a period of time

5. How to get customers and keep themHow to get customers and keep them
 Find out what is keeping them up at night
 Bring them new ideas for saving costs
 Help them look at alternatives
 Help them avoid land mines
 Show them you are easy to buy from
 Make sure you have support across the clients
organization
 Show them your unique valuable perspective of
the market
 Contact a customer every day
 Post thank you cards

6. How to get customers and keep themHow to get customers and keep them
 Learn to say Thank You
 Allow yourself time- you will need it
 Respond to them in a timely manner
 Get any work from them to begin
 Never knock the competitors
 Have a good web site
 Have good Marketing Material
 Look and act Professional
 Attend shows and conferences

7. How to get customers and keep themHow to get customers and keep them
 Network, network and network
 Do a special deal for first customers
 Act bigger than you are
 Get referrals
 Put a person in the customer’s premises and get
sticky
 Use Webinars
 Have a good CRM system
 Find partners, resellers or agents to help grow
 Use social media

8. How to get customers and keep themHow to get customers and keep them
 Think Global and possibly offer global solutions
 Up Sell – cross sell- and sell from the top down
 American customers love Irish people
 Business is done on Trust & Relationships &
Performance
 Do you need a video on your Web site
 Have a Loyalty scheme
 Have Passion
 Have Fun
 And ask for the business

9. One last pointOne last point
The Business you start is not
necessarily the business you
will end up with

10. Contact informationContact information
 Pat can be contacted at
patlynch@stockmarkettraining.ie
or by phone +353872416668
LinkedIn profile:
http://ie.linkedin.com/pub/pat-lynch/b/898/6a8
or web site: www.stockmarkettraining.com
Follow him on Twitter: Patglynch