Its 10x easier to retain an existing client that win a new one. You will hear the quote a thousand times and often with numerous different factors used.
Whichever version you pick, it is true that retaining a client is a lot easier than finding a new one.
So how do you, as an agency, retain and grow you current clients. To be a true partner to them and their business, you need to know their competitors, understanding their challenges and live their business.
To deliver solutions that really work for your client it is vital that you really do understand how their business works, how they go to market, how they interact with their clients and most importantly you must feel their pain. You must be so symbiotic that when they are cut, you bleed.
You need to build strong, deep, and valued relationships.
These must be built on trust and the experience of you adding value and delivering repeatedly excellent work.
The best example of this I have seen is with a previous client, when my account team was invited to the client’s staff Christmas party. Now that is a strong relationship.
by Richard Wright
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