Building Your Client Relationship - Health Check

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You should absolutely review the “health” of your client relationships on a regular basis.

Here’s why:

Most clients vote with their feet.

They don’t tell you they’re unhappy—they simply start to give their business to your competitors.

That is why client relationship checkups can help you:

➜discover the current health of your relationships,

➜adapt to changes when necessary,

➜and identify ways to further grow them.

We actually want to use it on a regular basis to strengthen the bonds in the relationship with your clients for the longer term.

When client relationship checkups aren’t performed regularly, the relationships can take unexpected turns.

This special edition features bites of advice on How to check the health of your client relationship. We discuss it in more detail in one of the episodes of SWITCH ON! my weekly show with THE SWITCH (see here link to this respective session).

And if you’ve missed more than a week or two, we always archive the shows to my YouTube page. If you’d like to be notified when the newest episode is available, subscribe to my channel and you’ll receive a notification.

You can learn even more when you watch the episode here.

Key Learnings and Points

1. Importance of Regular Client Relationship Checkups

Regular checkups help discover the current health of client relationships, adapt necessary changes, and identify ways to grow these relationships further:

"Client relationship checkup on a regular basis helps you discover the current health of your relationship, adapt changes when necessary, and really identify ways to further grow those relationships."

Remember: Failure to perform regular checkups can lead to unexpected turns in relationships.

2. Signs of a Healthy Client Relationship

From my experience mentoring and training many professional firms worldwide, clients showing loyalty and consistently using your services indicate trust and strong relationships.

Client interactions should not become routine; thoughtful questions and regular updates about services demonstrate ongoing engagement and competence.

3. Questions to Evaluate Client Relationship Health

Regular access and willingness to share time:

"Is your client willing to make the time necessary to hold regular discussion about his/her business and overall situation?"

Mutual trust and respect for recommendations indicate a solid foundation:

"Trust is the essential foundation of every long term relationship."

Openness and transparency in sharing information reflect trust and the client's confidence.

4. Tailored Management of Relationships

Customizing communication and management of relationships according to the specific needs and preferences of each client ensures satisfaction and relevancy:

"Have you tailored your management of the relationship and the type of frequency of communication to your client's specific needs and desires?".

5. Indicators of High Client Satisfaction

Here are some indicators for high client satisfaction and healthy connection:

(1) Referrals to new clients:

"Active referral is a sign of a high level of satisfaction with your services because in fact, somebody referred to your business."

(2) Being the go-to for client needs showcases loyalty and appreciation of unique value:

"Are you the first person the client call when she needs something in your area of expertise?"

(3) Clients achieving their goals with your assistance:

"Does the client feel like he's meeting his goals?".

6. Quality of Relationship for Both Parties

Positive and rewarding interactions for both client and provider are essential for a healthy and sustainable relationship:

"Is working with this client a satisfying, rewarding experience for you?"

Removing overly demanding clients who drain resources allows focus on more promising relationships.

Maintaining the health of your client relationships is crucial for long-term success and client retention. Regularly assessing these relationships using the questions and strategies discussed will not only help in identifying areas that need improvement but also strengthen the bonds with your clients.

Remember, the goal is to create a loyal client base that sees your services as indispensable.

Action Steps Plan

1. Schedule Regular Checkups:

Set up periodic client relationship check-ins (quarterly or bi-annually).

2. Ask the Nine Key Questions:

Utilize the nine questions provided to evaluate the health of each client relationship:

• Do you have access and share mind?
• Do you and your client trust each other?
• Does your client openly share information with you?
• Is your client happy with the way you manage the relationship and how you communicate?
• Is the client giving you referrals to new clients?
• Are you the first person the client calls when they need something in your area of expertise?
• Does the client feel like they're meeting their goals?
• Is working with this client a satisfying, rewarding experience for you?

3. Tailor Client Communication:

Customize your communication and relationship management strategies based on the specific preferences of each client.

4. Foster Openness and Transparency:

Encourage clients to share their business updates, challenges, and changes openly with you.

5. Educate Clients:

Regularly inform clients about the range of services you can provide, ensuring they see the full value of your expertise.

6. Solicit and Reward Referrals:

Actively remind clients that referrals are how you grow your practice and consider implementing a referral reward program.

7. Reflect and Act on Feedback:

Use the feedback from your regular check-ins to make necessary improvements and address any concerns promptly.

8. Prioritize Loyal and High-Potential Clients:

Consider letting go of overly demanding clients who drain your time and resources, focusing instead on clients with higher potential.

9. Monitor Progress:

Keep track of changes and improvements in client relationships over time to measure the effectiveness of your strategies.

By following these action steps regularly, you will be able to maintain healthy, long-lasting relationships with your clients, ultimately leading to a more successful and fulfilling professional practice.

How do you check the health of your relationships with your clients?

Please share your comments and input with me, I read every comment personally.

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Until the next edition, SWITCH ON and keep STANDING OUT!

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𝘐𝘵𝘻𝘪𝘬 𝘪𝘴 𝘤𝘰𝘯𝘴𝘪𝘥𝘦𝘳𝘦𝘥 𝘵𝘩𝘦 𝘨𝘭𝘰𝘣𝘢𝘭 𝘭𝘦𝘢𝘥𝘪𝘯𝘨 𝘢𝘶𝘵𝘩𝘰𝘳𝘪𝘵𝘺 𝘰𝘯 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘥𝘦𝘷𝘦𝘭𝘰𝘱𝘮𝘦𝘯𝘵, 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘯𝘦𝘵𝘸𝘰𝘳𝘬𝘪𝘯𝘨, 𝘤𝘭𝘪𝘦𝘯𝘵 𝘳𝘦𝘭𝘢𝘵𝘪𝘰𝘯𝘴𝘩𝘪𝘱𝘴, 𝘢𝘯𝘥 𝘱𝘦𝘳𝘴𝘰𝘯𝘢𝘭 𝘣𝘳𝘢𝘯𝘥𝘪𝘯𝘨. 𝘏𝘦 𝘪𝘴 𝘢 𝘩𝘪𝘨𝘩𝘭𝘺 𝘴𝘰𝘶𝘨𝘩𝘵-𝘢𝘧𝘵𝘦𝘳 𝘪𝘯𝘵𝘦𝘳𝘯𝘢𝘵𝘪𝘰𝘯𝘢𝘭 𝘴𝘱𝘦𝘢𝘬𝘦𝘳, 𝘵𝘳𝘢𝘪𝘯𝘦𝘳, 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘮𝘦𝘯𝘵𝘰𝘳, & 𝘢𝘵𝘵𝘰𝘳𝘯𝘦𝘺-𝘢𝘵-𝘭𝘢𝘸. 𝘏𝘦 𝘪𝘴 𝘢𝘭𝘴𝘰 𝘵𝘩𝘦 𝘣𝘦𝘴𝘵𝘴𝘦𝘭𝘭𝘪𝘯𝘨 𝘢𝘶𝘵𝘩𝘰𝘳 𝘰𝘧 “𝘛𝘩𝘦 𝘈𝘵𝘵𝘦𝘯𝘵𝘪𝘰𝘯 𝘚𝘸𝘪𝘵𝘤𝘩” & 𝘍𝘰𝘶𝘯𝘥𝘦𝘳 𝘰𝘧 𝘛𝘏𝘌 𝘚𝘞𝘐𝘛𝘊𝘏™️ , 𝘵𝘩𝘦 𝘭𝘦𝘢𝘥𝘪𝘯𝘨 𝘰𝘯𝘭𝘪𝘯𝘦 𝘵𝘳𝘢𝘪𝘯𝘪𝘯𝘨, 𝘦𝘥𝘶𝘤𝘢𝘵𝘪𝘰𝘯 𝘢𝘯𝘥 𝘥𝘰𝘯𝘦-𝘧𝘰𝘳-𝘺𝘰𝘶 𝘱𝘭𝘢𝘵𝘧𝘰𝘳𝘮 𝘧𝘰𝘳 𝘱𝘳𝘰𝘧𝘦𝘴𝘴𝘪𝘰𝘯𝘢𝘭𝘴 𝘨𝘭𝘰𝘣𝘢𝘭𝘭𝘺. 𝘐𝘵𝘻𝘪𝘬 𝘵𝘦𝘢𝘤𝘩𝘦𝘴, 𝘵𝘳𝘢𝘪𝘯𝘴, 𝘢𝘯𝘥 𝘮𝘦𝘯𝘵𝘰𝘳𝘴 𝘭𝘢𝘸𝘺𝘦𝘳𝘴, 𝘰𝘵𝘩𝘦𝘳 𝘱𝘳𝘰𝘧𝘦𝘴𝘴𝘪𝘰𝘯𝘢𝘭𝘴, 𝘢𝘯𝘥 𝘱𝘳𝘰𝘧𝘦𝘴𝘴𝘪𝘰𝘯𝘢𝘭 𝘧𝘪𝘳𝘮𝘴 𝘵𝘰 𝘢𝘵𝘵𝘳𝘢𝘤𝘵 𝘢𝘯𝘥 𝘸𝘪𝘯 𝘵𝘩𝘦𝘪𝘳 𝘪𝘥𝘦𝘢𝘭 𝘤𝘭𝘪𝘦𝘯𝘵𝘴 𝘣𝘺 𝘣𝘦𝘤𝘰𝘮𝘪𝘯𝘨 𝘴𝘦𝘦𝘯 𝘢𝘴 𝘢𝘶𝘵𝘩𝘰𝘳𝘪𝘵𝘪𝘦𝘴 𝘪𝘯 𝘵𝘩𝘦𝘪𝘳 𝘧𝘪𝘦𝘭𝘥, 𝘤𝘳𝘦𝘢𝘵𝘪𝘯𝘨 𝘢𝘯𝘥 𝘮𝘢𝘪𝘯𝘵𝘢𝘪𝘯𝘪𝘯𝘨 𝘴𝘶𝘤𝘤𝘦𝘴𝘴𝘧𝘶𝘭 𝘢𝘯𝘥 𝘴𝘵𝘳𝘢𝘵𝘦𝘨𝘪𝘤 𝘳𝘦𝘭𝘢𝘵𝘪𝘰𝘯𝘴𝘩𝘪𝘱𝘴, 𝘢𝘯𝘥 𝘭𝘦𝘢𝘳𝘯𝘪𝘯𝘨 𝘵𝘰 𝘚𝘞𝘐𝘛𝘊𝘏 𝘵𝘩𝘦𝘪𝘳 𝘳𝘦𝘭𝘢𝘵𝘪𝘰𝘯𝘴𝘩𝘪𝘱𝘴 𝘵𝘰 𝘳𝘦𝘧𝘦𝘳𝘳𝘢𝘭𝘴+𝘳𝘦𝘷𝘦𝘯𝘶𝘦+𝘳𝘦𝘴𝘶𝘭𝘵𝘴.

𝘚𝘦𝘦 𝘮𝘰𝘳𝘦 𝘪𝘯𝘧𝘰𝘳𝘮𝘢𝘵𝘪𝘰𝘯: 𝘪𝘵𝘻𝘪𝘬𝘢𝘮𝘪𝘦𝘭.𝘤𝘰𝘮 | 𝘛𝘏𝘌 𝘚𝘞𝘐𝘛𝘊𝘏™️ 𝘰𝘳 𝘤𝘰𝘯𝘯𝘦𝘤𝘵 𝘸𝘪𝘵𝘩 𝘐𝘵𝘻𝘪𝘬 𝘷𝘪𝘢: 𝘪𝘯𝘧𝘰@𝘪𝘵𝘻𝘪𝘬𝘢𝘮𝘪𝘦𝘭.𝘤𝘰𝘮

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