You can do that, too?
I’ve often read, and been told, that the easiest way to build your business is by growing existing clients, especially if they have been happy with your work to date. I recently learned firsthand that clients don’t always know when you’ve added services or products, and they only think of your business as offering what you’ve always offered.
We recently met with a long-time client (10 years) to make plans for 2012. In that meeting I clearly heard that the client only thought of us as a PR firm, when in fact we’ve added so much in the last few years. Pivot provides social media tools, marketing support, design, and more. It may take some time to change a client’s perception of what you do, but it’s key that you educate them when you add services or products.
Something we’ve started to do to remind people of our capabilities is sending out a short, bi-monthly e-newsletter. It highlights client projects and successes while illustrating what we did for the client.
Remember, your existing clients are the low-hanging fruit for increasing business. If you’ve added services or products, be sure to let those who are closest to you know about it.
