23 Secrets That Cement Client Loyalty
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Loyalty is built on the Value/Price Equation. It says: A client will stay loyal to you as long as he believes the value of the services he receives is greater than the fee he pays.Other things are important, too, but if you don't deliver value that is greater than your fee, you will never earn your client's loyalty.
A client will stay loyal to you as long as he believes the value of the services he receives is greater than the fee he pays.
Many of the following secrets are also competitive advantages. And rightly so -- because the reasons clients remain loyal to you are due to the positive ways you differ from other lawyers.
SECRET #1: Send to interested clients a copy of every article and educational handout you write . The more information you send, the more clients appreciate the depth of your knowledge. Even if your article isn't published, it builds credibility, which leads to loyalty.
SECRET #2: Invite clients to seminars. The more often they see you -- and absorb your information -- the more credibility you have. Even if they don't attend, the fact that you invited them enhances your value. Plus, they may send a friend or colleague who has an interest in your subject.
SECRET #3: Send clients your newsletter. The more clients depend on your knowledge, the longer they stay loyal to you. Keep information flowing FROM you -- and you'll find loyalty flowing TO you.
SECRET #4: Send clients a copy of every published article. This boosts loyalty because clients realize that editors see you an authority. Clients like to know that their lawyer is the respected authority in his field of law.
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