Ideal Client, A+ Client, VIP Client… they go by different names, but their value in your business remains the same.
They are the Number One key to your success and if you ignore them, you are missing out on the most valuable asset your business has.
And yet sadly, when asked, many clients struggle with the concept of A+ Clients.
I had one client, only half joking, once tell me, “An A+ Client is anyone who pays me!”
It’s easy to feel that way when a new business owner wants food with their meals, but it doesn’t help to create priorities or know how to spend valuable resources and time.
How to Identify an A+ Client
- They fit a list of predetermined ideal criteria that meet your business goals. (Ideal Client)
- The have depth of character and good values.
- They respect your time, value and services and willingly and gratefully pay for your services.
- They advocate for you and support your business in their sphere of influence. They are your best cheerleaders.
- They refer other like-minded clients like themselves to your business.
IMPORTANT NOTE: Let’s take an extra look at that last one. They refer like-minded clients like themselves to you. This is critical. One of my first coaches said it best: If you get referrals from a jackass, chances are you will have a business full of jackasses. Don’t feed the jackasses! Feed the ones you love and who love you back! Your A+ clients!
How Do You Get A+ Clients?
Wouldn’t it be nice if you could just put an ad in the paper?
“Wanted, A+ Clients that will refer other excellent clients to our business. We promise to take excellent care of you!”
Unfortunately, in the real world, it just doesn’t work that way. Getting the type of clients who love you, advocate for you, return to you over and over again, and refer other wonderful people to you don’t grow on trees and can’t be bought with a coupon. They are created by a willingness to take time, energy, and loving care to cultivate a deep and lasting relationship with them.
Here is a warning.
There are no shortcuts to building A+ clients. There is no instant pudding recipe, no “How to get great clients Quick” tricks. Like any worthwhile relationship, it takes time and commitment to build. If you are in a hurry, if you are motivated by extracting dollars out of them, if you are focused on what you can get rather than what you can give, you will struggle. Plain and simple.
Building Relationships with Clients
Do you take the time to get to know your clients? Do you know what is important to them? Outside of the specific project that they have hired you for, do you take time to listen to their hopes, dreams, stories? Do you ask questions, (and really care about the answers?) The best clients tend to be givers. Don’t make the mistake of being a Taker! Be that special person that gives back to the giver.
How do you do that?
Give back by listening, caring, acknowledging how valuable and important they are to your business and your life. Some people never tell their clients how important they are to them because it makes them feel vulnerable. Be vulnerable! Be honest! If they are important to you, tell them! Appreciate them! Thank them. Often.
Set up special programs and surprises just for your VIP and A+ clients. And let them know!
“This is just because we love you! Because you are so important to us!”
The bottom line is this: Honor your best clients. Treat them like the gold that they are. If you love working with them, let them know it.
Your business will grow in direct proportion to the depth of the relationships you have with your clients. They are the most important resource you have.