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Sticking to the Basics Works

A client of mine is extremely successful and will hit the milestone of netting over one million in revenue this year. Do you want to know what makes him so successful?

He doesn’t have a complicated marketing strategy or even a social media campaign. He sticks to the basics. For him, that translates into actions like consistent calls to his clients to check in and maintain rapport, handwritten thank-you notes to both clients and referral sources, and quarterly client events. He also joined a club to meet others who share his cultural heritage so that when he meets people they already have something in common and are part of the same “tribe.”

As you can see, what he does to grow his practice is not rocket science. He continues to stay in touch with his clients and as a result the business he’s doing with them is naturally enhanced as they send him referrals and his business grows organically. This is a great example of successful “client touch,” which at its core is about client service.

Yes, he does use other marketing strategies, but he gets most of his top referrals from his clients and professional referral sources. He has nurtured relationships with the allied professionals of his top clients, which means they are working with other affluent clients and other potential ideal clients, so that the referrals he gets from these allied professionals are in line with his ideal client profile.

There are many takeaways from this brief client story. We all know it can be easy to get caught up in the idea that there’s always a newer, shinier, more exciting approach than the basics — but done consistently and correctly, the basics work! It’s also crucial to have a clear and consistent plan for staying in touch with your clients and professional referral sources to support those relationships in flourishing and bearing fruit in the form of referrals.

I often have new clients who come to me with the idea that they will need to take sophisticated strategic action in order to produce results, though starting with basic foundational strategies, like those of the client highlighted in this post, are often the right place to start.

Do you stick with the basics? Are there some areas that could use more attention? I would love to talk with you about how to amplify your results and support your true vision for yourself and your practice. Email me today: susan@susandanzig.com.

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