It is always easier and cheaper to get business from existing clients rather than go out and find new clients, but when a new client comes through your door, they are Gold.
New clients are what keeps us consulting and learning new things. Almost every time that I get a new client, I seem to be asked something that I have not been asked before. As I find this challenging, I love it as well. It not only keeps me on my toes but it keeps me striving to stay ahead of my clients.
We have several things that we do for new clients to make sure that they have all been given the Gold Star Treatment, but sometimes we need a checklist or reminder to make sure that they all get the same treatment.
Our New Client checklist consists of sending a “New Client Package”, including a gift with the company name on it and something to do with QuickBooks, a “Thank You Note", thanking them for choosing us and having the faith in us to help them solve their issues, and always a couple of business cards.
My calendar is booked about 2 weeks in advance, so it would be very easy for me to not follow up with a new client to make sure that they were still comfortable with everything that I taught them (sometimes training for clients can be overwhelming). At VARC, we never want to let a client slip through the cracks, let alone a New Client. So, after our first appointment with them, another member of my team will call and see how the appointment went, make sure that all of their needs were taken care of, and of course, try to set up another appointment. The clients stay in “New Client” status until that second appointment can be made. This way they are called and checked-in on more frequently than regular clients that are called at least every 90 days.
Robin Hall is the President and Principal Consultant of VARC Solutions in Friendswood, TX specializing in QuickBooks training and consulting, and also QuickBase development. Robin has been a Certified QuickBooks ProAdvisor since 1999 (Advanced Certified since 2007) and an Intuit Premier Reseller since 2006. She is also member of the Intuit Advisory Council and a QuickBase Certified, QuickBase Solution Provider. Robin has been an expert presenter at Scaling New Heights, and at the Intuit Premier Reseller Conference to almost 600 of Intuit’s top Solution Providers.
Robin has earned several awards including Intuit’s 2010 Payroll Partner of the Year, Intuit’s 2009 Partner of the Year, Intuit’s Customer Satisfaction Award 2008, Bob Scott’s Insights 2009 VAR Stars (for valued-added resellers in the mid-market financial software space), Intuit’s Customer Delight Performance Award, and Friendswood Chamber of Commerce Business Woman of the Year.
To check out NEXT, visit www.varcsolutions.com/NEXT or call 281-412-6914 for more information.