20,000 kilometre service on client relationships

By Linda Julian

We take out cars for routine service, long before they break down.  Every 10,000 kilometres or 20,000 kilometres, the oil is changed, tyre pressure checked, wiper blades are replaced, and so on …

But have we built these same service rituals into our client relationships ?

Here are a few ideas to include when you do the "20,000 kilometre service", or any time at all.

• Spend some time simply listening hard to your client's news about their business, its issues, its challenges, its opportunities.
• Talk about the matters or issues which have united you  -  deepen rapport through shared values and experiences.
• Find out about any defects in your advice or service  -  and follow-through on your promise to fix them.
• Share your knowledge or wisdom  -  expecting nothing directly in return.
• Find a common interest event to attend with your client  -  something you can both enjoy like a presentation, seminar, conference, or industry forum.
• Find good reasons to spend time together.
• Show your genuine interest and sincere appreciation of your client.

Cars are probably more reliable than at any time in history, yet we keep up the service schedule.  More than ever, it's now clearly in the interests of professionals to service client relationships long before they show signs of needing repair.