And what is the life of a consultant without clients? Because surely there is no doubt that your service proposals are wonderful, but how do you prove it if there are no consumers? In today’s article we will not only talk about loyalty, but also how you can build a client portfolio and not neglect it.
Client portfolio
If this term is not familiar to you, we will explain it to you. A client portfolio, is like the library of records and classification of people who have already purchased your products or services, or those who are potential. In this list are those that you want to keep within your business.
What will you get by having one already established?
- You will know their interests to create strategies, products or services that allow you to keep them loyal.
- Your business as a consultant will be more efficient by knowing the needs of customers and potential customers, because you will know the solutions to give them.
- You will learn to segment, prioritize and prioritize all your contacts, that is, you will be able to personalize the attention that each of them requires.
How to build a portfolio from scratch?
Excellent service proposals
You cannot create a database without something extremely good to offer. Before jumping into the water, analyze what makes your service proposal the best on the market? Why would potential clients pay for your services?
If, on the contrary, you already have an established client portfolio, update your offers, apply improvements and enhance them with innovative actions that attract attention. If within that portfolio, you also want to get leads, what tools will you design to attract them? Create a strategic plan to get the data and expand your contacts.
Traditional and digital marketing
For Consultants Academy and Convert More, digital marketing is the most important thing, but that does not mean that we do not benefit from traditional marketing on many occasions. Remember that consulting services are not only needed by young people who use social networks.
Whether you are just starting out or if you already have extensive experience in the market, the traditional media will make you known to that older audience that is not a consumer of digital platforms. For example, word of mouth is still the best advertising strategy. The recommendations and the Ads will allow you to build a large portfolio of clients.
Segment niches of potential customers
This point is very important if you want to create a client portfolio or if you want to expand it. Correctly managing and classifying the information you collect from your customer profiles will allow you to provide care depending on the characteristics of their needs.
In fact, it can be classified in many ways:
- Interests
- Demographics
- Possibility of purchase
- Economic level
- Needs or problems
- Communication channels
- Geographical data
- Lifestyle
Do not lose interest and communication!
For someone to be part of your client portfolio, they need to feel cared for and understood. And after you hook it, the idea is that you keep it there retained.
The best way to keep those customers is to communicate with them, either physically or through the digital world. A good email marketing strategy will surely help you make customers feel like they are an important part of your business.
Reward and offer exclusivity
If you have already built a client portfolio, make sure you keep it loyal. Show those people who have already purchased your products or services that they are an important and fundamental part of your profitability, and for that you are grateful.
Personalize messages, create exclusive customer discounts and give gifts on special occasions as incentives to keep choosing you.
Related resource: Template to identify and recognize customers.
Related content: 14 customer acquisition techniques that every consultant should know.